Identify your ideal customer Create relationships with key centres of influence Develop a sales pipeline or process

Make it easy for your team to follow Make it easy for your team to track sales activity Get information out of their head and in to your business records

How to Build a Results Driven Sales Process

Size does not matter – whether you are a small team, a growing business or a large organisation. Getting better sales results is about clear sales processes that are easy to duplicate and then delivered consistently by your team.

KEY CONCEPTS:

Endless referrals & qualified leads Focus on a client niche and being very clear on who your client is, and just as importantly – who is not your client. Can your team simply deliver a powerful elevator pitch for your business. In the process clearly articulating the problems you solve for your niche clients?

What is your sales process? Is your sales process clearly defined with a Sales Pipeline for moving clients through that process to a successful conclusion. This is especially important when there is more than one team member involved. Map the steps and processes so nothing gets missed.

Leveraging Ideas Have your team become a BDM for your

clients & get more business in the process…

There is no better way to get referral business that to become a powerful centre of referrals for your clients. This is one of the best ways for your sales team to attract new business and establish your brand and your business as the industry leader and provider of choice. BNI built a global network around the concept of ‘Givers Gain’ For more on this concept you will want to grab a copy of the book ‘Endless Referrals’ by Bob Burg. To access Free Tools to help you with your Sales Process:

Visit www.HEOsoftware.com @HEOsoftware

Duplicate and scale Once you have mapped your sales process you need to have in place the systems to make it easy for your team to follow your sales process, tracking and recording outcomes as a part of the process. The easier you make it for your team to deliver the outcomes you want for your customers and your business the better for everyone involved.

What is your Sales Process The old saying is – ‘what gets measured gets managed’. Targets and tracking activity is a HUGE part of successful results. Make sure reporting around your teams activities is a bi-product of the activity. You want your people doing, not spending all of their time tracking activities and manually creating reports.

Step By Step?

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