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The seven phases of the sales process

Posted: Mon Dec 23, 2024 10:40 am
by mouakter13
Without a standardized guide for your sales process, you are making your life more difficult than it needs to be. Especially in small and medium-sized companies, it makes sense to follow a clearly defined structure that refers to proven processes, concrete procedures and tried and tested methods. In the wake of constantly changing technical conditions and customer needs, it is also essential that this sales process is regularly revised in order to remain competitive.

According to a study by Vantage Point Performance and the Sales Management Association, B2B companies that defined a formal sales process achieved 18 percent more revenue growth than companies that did not.

A sales process refers to repeatable steps that your sales team takes japan dating telegram group with a potential lead in order to accompany them professionally and efficiently from the first contact to the sale or contract conclusion. A good sales process helps your sales staff to acquire new customers efficiently by allowing them to follow a predetermined pattern.

Observe and document
Every sales employee should know exactly what to do, when and in which phase. This way, the wheel does not have to be reinvented and the salesperson can proceed in a structured manner. It is therefore not surprising that almost 60 percent of the salespeople surveyed by Hubspot say that they will not change their approach to dealing with leads once they have developed a successful strategy.

In order to formally define your sales process so that it is easily accessible and understandable for new employees, it is important to carefully observe and document which processes exist and how they can be designed most efficiently. How can a guideline be derived from this data? The following steps are therefore recommended when developing your standardized sales process:

Observe your sales staff
Document the results of your observations
When and why does a potential lead move from one stage to the next in the sales process?
Review your sales process over time and continuously optimize it
Measure at regular intervals how successful your sales process is