Sales Systems and Processes
Is it really possible to build a truly World Class Sales Team?
In this 4 part series we will answer that question and define what it takes to build a World Class Sales Team!
- Sales Leadership – Part I
- Sales Systems and Processes – Part II
- Sales Management – Part III
- Sales Staff – Part IV
It’s never the people or the person, it’s the process! That little antidote is extremely powerful. While it may not always be true in reality it is a great rule to live by. If you build your sales systems and processes you will have similar outcomes.
What kind of systems and processes should a world-class sales organization have in place? I’ve listed the ones we help companies install. If you want to find out what your team is doing or better yet not doing click here for our imperial statistics and data. The below list is not in any particular order, just a list of what comes to mind when I think about the body of work we execute with our clients.
- Sales System / Process
- Coaching System
- Prospecting System
- Account Management System
- Pipeline System
- Qualifying System
- Accountability System
- Metrics System
- Motivation System
- Sales Management System
- Sales Posturing System
- Sales Recruiting System
- Territory System
- Sales Team Meetings
- CRM System
- Quota Systems
Additionally, below are the metrics tracked by world class sales teams track. Compare your team here:
- Margins
- Average Order Size
- Average Account Size
- Closing Percentage
- New Meetings
- Call Reports
- Length of the Sales Cycle
- Number of Meetings Required to Close
- Cost per Sales Call
- Salesperson Over/Under Goal
- Schedules and Calendars
- Quality of the Pipeline
- Balance of the Pipeline
- Stages of the Pipeline
- Movement Within the Pipeline
- Profitability by Salesperson
- Target Account Status
- Top 5 Opportunities
- Account Retention
When you have all of the above systems and processes in place, all of the metrics are being tracked no one can hide or fudge the system. Everything is clearly visible. Patterns are identified, problem solving is easy, and strategy is forced!
How does your team compare?
GoodSelling