Sales process: what it is and how to set it up
Posted: Mon Jan 20, 2025 5:18 am
Designing each step between the idea and its implementation is one of the ways to make it more viable and tangible.
When it comes to sales, it’s no different!
The sales process is a model that companies develop internally to make sales more productive and efficient.
Do you want to understand what your sales process is and how to set it up?
Keep reading and find out more about this method that contributes so much to organizations!
What is a sales process?
Understanding what a sales process is is step number one to starting to sell well.
Basically, it concerns the path to be followed, a sequence australia phone number lead of operations to be defined, a step-by-step process that will guide the commercial area in its decisions.
The sales process must have 4 essential characteristics.
It must be:
Teachable: it must be transmitted and taught to everyone involved in the sector;
Scalable: this means that the sales process must be able to support growing demands;
Measurable: indicators must be clear and quantifiable so that the team can analyze them;
Predictable: for results to be achieved within the desired period, expectations must be clearly defined.
With these pillars well developed, your sales process will have what it needs to increase your results!
Also, check out 10 sales techniques for beginners!
what to do when sales are not going well
Advantages of a well-defined sales process
A well-defined sales process can be responsible for raising the level of your company.
This is because, from it, it is possible to optimize the routine of the sector's employees and, consequently, ensure that results are achieved more quickly and efficiently.
The advantages of a sales process are numerous: reduction of errors in operations, improvement in the quality of services and customer service, reduction of wasted funds, optimization of team time, effective control of each step, training and development of employees, among others.
There are plenty of reasons to start your sales process!
business expansion
How to develop a sales process
Now that you know what a sales process is and what the benefits are of creating one for your organization, it's time to learn the step-by-step process for creating it!
1. Definition of steps
Here is the time to define each stage present from the beginning to the moment of sale.
It can vary depending on each business.
However, there are 4 basic steps in a sales process, which are: defining the problem to be solved; the solution to the problem raised; raising prices and deadlines; defining the next steps.
Evaluate each stage, which sector is responsible (legal, financial, marketing, etc.) and the leader of each one, who will be in charge of describing it in detail for its completion.
2. Mapping and delegating activities
At this point in the sales process, it is necessary to map out which activities each employee is responsible for.
In other words, it's time to map out the consumer's journey and establish, within this trajectory, the roles of each employee on the team, from the customer's arrival to after-sales.
In short, define who is responsible for the activity and how it should be performed.
3. Survey and analysis of indicators
How is the pace and quality of the team's work?
Are the services as expected?
To answer these questions, it is necessary to carry out a quantifiable survey of commercial indicators.
This is the time to critically and in-depth analyze the team's performance!
We have already discussed some indicators in another post.
Marketing strategies
4. Formalization of the information obtained
All these processes are useless if the information obtained is not disseminated and worked on within the organization, right?
Therefore, formalize everything that was raised and share it with each sector, so that each one understands their role in the process, their strengths and those that need improvement.
Now you are ready to start a sales process and achieve significant results for your business!
If your company is still in its early stages, it is important, first of all, to learn basic sales tricks, which you can check out in this post.
When it comes to sales, it’s no different!
The sales process is a model that companies develop internally to make sales more productive and efficient.
Do you want to understand what your sales process is and how to set it up?
Keep reading and find out more about this method that contributes so much to organizations!
What is a sales process?
Understanding what a sales process is is step number one to starting to sell well.
Basically, it concerns the path to be followed, a sequence australia phone number lead of operations to be defined, a step-by-step process that will guide the commercial area in its decisions.
The sales process must have 4 essential characteristics.
It must be:
Teachable: it must be transmitted and taught to everyone involved in the sector;
Scalable: this means that the sales process must be able to support growing demands;
Measurable: indicators must be clear and quantifiable so that the team can analyze them;
Predictable: for results to be achieved within the desired period, expectations must be clearly defined.
With these pillars well developed, your sales process will have what it needs to increase your results!
Also, check out 10 sales techniques for beginners!
what to do when sales are not going well
Advantages of a well-defined sales process
A well-defined sales process can be responsible for raising the level of your company.
This is because, from it, it is possible to optimize the routine of the sector's employees and, consequently, ensure that results are achieved more quickly and efficiently.
The advantages of a sales process are numerous: reduction of errors in operations, improvement in the quality of services and customer service, reduction of wasted funds, optimization of team time, effective control of each step, training and development of employees, among others.
There are plenty of reasons to start your sales process!
business expansion
How to develop a sales process
Now that you know what a sales process is and what the benefits are of creating one for your organization, it's time to learn the step-by-step process for creating it!
1. Definition of steps
Here is the time to define each stage present from the beginning to the moment of sale.
It can vary depending on each business.
However, there are 4 basic steps in a sales process, which are: defining the problem to be solved; the solution to the problem raised; raising prices and deadlines; defining the next steps.
Evaluate each stage, which sector is responsible (legal, financial, marketing, etc.) and the leader of each one, who will be in charge of describing it in detail for its completion.
2. Mapping and delegating activities
At this point in the sales process, it is necessary to map out which activities each employee is responsible for.
In other words, it's time to map out the consumer's journey and establish, within this trajectory, the roles of each employee on the team, from the customer's arrival to after-sales.
In short, define who is responsible for the activity and how it should be performed.
3. Survey and analysis of indicators
How is the pace and quality of the team's work?
Are the services as expected?
To answer these questions, it is necessary to carry out a quantifiable survey of commercial indicators.
This is the time to critically and in-depth analyze the team's performance!
We have already discussed some indicators in another post.
Marketing strategies
4. Formalization of the information obtained
All these processes are useless if the information obtained is not disseminated and worked on within the organization, right?
Therefore, formalize everything that was raised and share it with each sector, so that each one understands their role in the process, their strengths and those that need improvement.
Now you are ready to start a sales process and achieve significant results for your business!
If your company is still in its early stages, it is important, first of all, to learn basic sales tricks, which you can check out in this post.