Restructure sales process
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The document outlines 4 steps to restructure a sales process: 1) Determine key sales activities like calls, conversations, and walk-ins that lead to outcomes. 2) Think of the sales process as a sequence of activities that must be completed at each step of the buyer's journey. 3) Break down the sales process into measurable metrics like calls, conversations lasting over 2 minutes, and scheduled walk-ins. 4) Sales KPIs should include both short-term goals like the number of calls and long-term goals like the value of orders closed.
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Restructure sales process
- 1. 4 STEPS TO RESTRUCTURE YOUR SALES PROCESS. IN YOUR CAREER, YOU MIGHT HAVE TO RESTRUCTURE SALES PROCESS.
- 2. HOW TO RESTRUCTURE YOUR SALES PROCESS. ISN'T SALES A CASCADE OR SEQUENCE OF ACTIVITIES THAT LEAD TO OUTCOME.
- 3. DETERMINE KEY SALES ACTIVITY. SALES ACTIVITY. REASULT Call Prospect receives the call. Schedule walk-in Prospect visits Center. Have career related discussion Prospect evaluates job options
- 4. THINK ABOUT IT THIS WAY. • What does it take for the first step of the buyer's journey? An inside sales person has to pick up the phone and call that prospect. Do this with every step of the process.
- 5. BREAK DOWN YOUR SALES PROCESS INTO METRICS. Sales activity Sales KPI Call leads Calls Ask for conversations No. Of conversation which is 2 mins plus Schedule walk-ins No. Of walk-ins
- 6. SALES KPI ARE MIX OF TWO DIFFERENT TYPES OF MEASUREMENTS: • Short term goals: KPI that are controllable right now. If changed, they can affect future results. • Long term goals: KPI that are long term and is dependant on achievement of short term goals like amount of order closed.
- 7. A GOOD FORMULA • Assign 3 short term goals ( activities) and 1 long term ( result) KPIs to each person.