In addition to sales management, a company needs a uniform sales method that all salespeople follow.
In addition to sales management, a company needs a uniform sales method that all salespeople follow. This can be described by as simple a sales process as possible with its different phases.
Each phase description should describe the salesperson’s main tasks and tools used to carry them out.
The sales process should be based on the customer’s purchasing process and the sales method the company considers efficient. Solution sales have a longer and more complicated process than product sales, where the process is rapid and efficient.
A good process contains performance indicators, not just a single indicator for the final sum in euros, but also the number of potential customers at the initial sales phase, for example.
A good CRM tool supports the execution of the sales process and also works as a tool for saving and sharing essential information.
If the sales process is not described clearly, the sales managers have difficulty in directing the salespersons’ performance towards the goals and take corrective actions in case of underperformance.