If you're in business, you're in sales and it needs to be given the time and thought it deserves. You could have the best product or service on the market but if you don't have quality sales processes and skills, then you're no guarantee of out performing your competitors.

All businesses should have a documented sales process which focuses on a few key concepts:

Speed - Once first contact is made, the clock is ticking. Be it a phone call, email or online enquiry its important to ensure the potential customer feels engaged as soon as possible. Something as simple as an automatic email generated from an online enquiry or a follow up email after a phone call confirming you are working on the request.

Simplicity - So much of the sales process can be streamlined adding to its speed and consistency. This can include a range of templates relating to the quote itself, an information pack on your business or the process for a client to accept and return a quote.

Systems - The above two concepts can both be achieved with one of the countless Sales or Customer Relationship Manager (CRM) programs available. The automation that can be achieved through these systems could save time and improve the sales process significantly.

The age old saying, 'what gets measured, gets managed' should also be front of mind when designing your sales process. Performances measures that could be used include:

• Average number of days between initial lead and quote delivery; 
• Percentage of clients contacted within two hours from initial lead; and
• Win/loss ratio

Lastly, with reference back to the phone call mentioned earlier, the overarching principle that needs to apply to your sales process is ENTHUSIASM! Positivity is contagious and through enthusiasm you will transfer positive emotions to your prospective clients which will go a long way to sealing the deal. 

Thoughts? Let us know in the comments below!

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