Generally, when analyzing a company's annual or monthly results, the analysis focuses primarily on the revenue or sales generated, rather than on the strategies used to achieve those results.
One of the biggest keys to achieving growth in a B2B company is to have a well-defined sales process .
A B2B sales process involves many more players than a B2C process and a fairly extensive research process before prospects make the decision to contact a salesperson.
Nowadays, prospects are not interested in talking to a salesperson if they china phone number data have no knowledge of the product or service. With just access to the Internet, they can compare your product with that of your competition and choose the one they think is most convenient to start a conversation with.
More than 50% of the decision-making process is built without your sales team, which is why it is very important to start generating value from this first point.
Since the sales process covers everything from the moment you try to attract the attention of a potential client until the sale is closed, it is necessary for the client to adapt to the new ways of consuming in our market.
However, on many occasions, our sales team is accustomed to previous methods or is not aware of the entire process prior to converting a visitor into a qualified prospect, which prevents our company from growing. It is then necessary to define the sales process .
The importance of defining the sales process
According to data from a study conducted by the Harvard Business Review , companies that have a formally defined sales process can achieve up to 18% greater growth than those that do not.
This is achieved by being able to predict the company's future income, improve follow-up processes and have visibility into the sales opportunities necessary for salespeople to reach sales quotas.
A clearly defined sales process is one in which team members take the time to define a sales pipeline based on customer needs and use it to improve sales force performance.
After such an effort, a formalized sales process should have clearly defined sales stages and goals that are known and understood by the entire sales team . Your salespeople should not have an abstract concept of what stage a prospect is in, but rather have all of that information laid out in the sales pipeline.
A generic sales process will generate generic results for your company
A sales team aligned with business objectives
When the sales process is well defined, the sales force can align itself with it and its objectives, making it easier to quantify the efforts made by the team and its effectiveness.
The actions your sales team takes will no longer be guided by intuition or experience, but by the data and information reflected in the sales pipeline .
Of course, to be able to measure all this, it is necessary to have the right tools, something that allows us to trace the actions of prospects and clients throughout the entire sales process.
Having a CRM (Customer Relationship Manager) has gone from being a luxury to a necessity to increase sales in B2B companies. The discussion about whether this responsibility falls on marketing or sales is a thing of the past; both teams have the same objectives and must work together.
Thanks to CRM , it is possible to synchronize tasks and make the same data available to everyone for analysis. This prevents misunderstandings in communication and provides more personalized attention to the prospect.
Set realistic business goals
Once we have defined our sales process and have the necessary tools to carry out a diagnosis of our processes and our profitability, what comes next? We must set commercial objectives to improve our sales.
First of all, we must ensure that our objectives are SMART (Specific, Measurable, Achievable, Relevant and Time-bound), but we must also define the succession of tasks and responsibilities of each area to achieve them.
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