Do you have a Sales Process?

Ask yourself this question: "How would I describe the process I use to develop a prospect into a client in a step by step manner?". Most marketing and sales reps I ask this question of have vague answers to this question and in many cases - top sales reps do have a process that they haven't clearly defined for themselves.


My position is simple: If you have a sales process, the process alone will help you win more business. Having a process allows you as a rep, sales manager, or president of a company clearly define what activities are required to move a prospect through the sales cycle. Once that is done you just have to commit to doing those activities that you know yeild results.

Here is the sales process I use in our industry - although it relates outside our business as well.

We're creating a set of "Audio Boosts" in the next few months that will delve into each step of this process more indepth and will be available at our website - the link is also to your right.

Basically, imagine $$$ at the top of this pyramid and the foundation which it sits is your 90-day sales plan (see previous post to see what that means). You will work your prospects step by step hitting each milestone along the way until you've reached the top.

A sales process in itself is not rocket science. Sticking to one and holding yourself accountable to activities that help a majority of your prospects move through the process is where great sales people distiguish themselves. If you have a need get a coach, leverage your sales manager and above all, have fun doing this!

Happy selling...