Sales Process Mapping

Determining how your sales force currently sells is critical to both short- and long-term success. What if all of your salespeople used the same methods as your top performers? How much would your ROI improve, for instance, if all of your average performers could improve their sales by 5%? Are there significant gaps between your sales force’s customary practice and its best practice? Defining the sales process can help you produce dramatic revenue results quickly.

The sales process comprises all of the activities from lead generation to customer fulfillment. It delineates the seller’s actions, tactics and desired result at each step, as well as the buyer’s actions at each step. A sales process map documents this information as a systematic sequence of events that is specific, measurable, repeatable, teachable and sustainable.

Sales process mapping provides a scientific approach to selling that allows the sales professional to focus on the major milestones to winning the business. Without a defined, clearly mapped sales process, there can not be true opportunity management.

Most organizations have multiple sales processes, allowing them to sell multiple products to different types of customers — e.g., new, existing, national accounts.

The benefits of a defined sales process include:

• Standardizing your organization’s selling process based upon best practices
• Providing a common selling model
• Shortening sales cycles
• Improving forecasting accuracy
• Aligning marketing support around key milestones in the selling process
• Providing new hires with your success model for selling
• Providing an additional tool for improving sales skills and mentoring improved performance.

Contact us today to discuss our methodology for conducting sales process mapping.