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By Maria Trizna October 2, 2018

4 Things to Consider in a B2B Sales Process Review

While you likely already follow a sales process, we highly recommend all our clients to regularly revisit their sales process to make sure it aligns with constantly changing buyer expectations and how your team functions. If your sales process is not already aligned to your prospects buyer’s journey we highly recommend holding a brainstorming session with your team using our free B2B buyer’s journey alignment template.

Incorporate Insight from Different Teams

The best sales processes incorporate insights from key players in your organization. During your review, hold meetings and interviews with your sales rockstars, marketing, operations, finance, and all other departments involved in sales at your organization who understand the product, industry, and desired buyer. Each team offers a unique perspective that will be key to making sure your designing your sales process in a way that’s appealing to your evolving customers, efficient, and profitable.
  

Define Each Sales Process Stage

A clearly-defined sales process will remove a lot of administrative chaos from your deals, and will help shift your sales rep’s focus back to selling. Keeping organized is a critical component of succeeding in sales, as it can be easy to lose track of exactly where you are in each of your deals, leading to mistakes and missed opportunities.

Defining the necessary criteria of each stage will help you keep track of where each deal is in the sales process, and how long it's been there. If a deal is left behind or the prospect pushes the decision out, clear definitions make it easy to know where it is in the process and what next steps should be taken upon your return. Defined sales stages also allow you to report on how long each deal has been "stuck" in a stage, which stages generally take the longest, and where you need to be focusing your efforts.

Incorporate Roles & Responsibilities

This is critical, especially if you're in an organization where your internal partners get very busy. It is incredibly frustrating for salespeople and other members of the sales cycle to be pushing deals through a bottleneck with a time crunch. 

Avoid this problem by including roles, responsibilities, and timelines in your sales process. A good sales process will remind you to engage important team members, such as those involved in demos, pricing reviews, proposals, legal drafting, etc., and give them enough time to provide their full attention to the task at hand.

Identify & Fix Areas of Weakness

A good sales process not only provides direction and helps you stay on track, it bring your attention to underperforming areas. Tracking the days spent in a particular stage can alert you to deficiencies in your process. This same metric can also assist in coaching reps that may neglect certain stages more than others. Likewise, having the visibility into how long deals stay in each stage, will allow you to investigate ways to speed up your sales cycle and close more deals.

For instance: if you have a demo stage that is extra slow, consider why that could be. Perhaps it’s a demo scheduling issue, that the demo content isn’t providing value, or that the demo is being given to the wrong prospect. By taking a closer look at your process, you can isolate variables that are slowing you down and fix them.

A fresh perspective can help you notice sales process inefficiencies and sales opportunities that you may have missed. Request a complimentary 30 minute consultation with one of our sales process experts who'll provide you with tailored direction and areas to look into in your ownsales process. 

Topics: Sales Process

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