No Sales Process = Lost Profits

It amazes me when I go into companies that depend on sales every day, only to find out getting_more_sales_through_a_defined_sales_processthat there is no proper defined sales process. The success of the business is left entirely to each sales person who deals with customers in their own way. Don’t get me wrong – there are lots of good and even excellent sales people out there that have never even heard of a sales process – there are very few really successful companies that continue to grow without one. Here are 5 reasons why a sales process is so important:

1. It causes you to look for best practice – what works for your business and what does not work. There is no time nowadays to learn by trial and error and it really is a waste of time when we know that systems, leverage and training can speed this up.

2. It increases your conversion rate and therefore your profits. We have often found companies who have sales people in a key position, fully aware that their selling skills leave a lot to be desired, yet take no corrective action. In many cases the salesperson is well versed in the products, is pleasant to the customers but cannot get them over the line, even when they want to buy. A sales process can help here.

3. It reduces your costs – in a number of areas but it does in marketing because your marketing ROI is working better through an improved conversion rate. It reduces your recruitment costs because salespeople who are selling are happier. A sales process, well implemented will make people more successful

4. It allows consistency – customers really like consistency and they come back when they know they will get the same service. A sales process allows consistency to be measured and  managed and it enables a growing company to introduce new team members easily.

5. A sales process enables more delegation and means that business owners and managers can leave certain tasks to other members of the team. Team members appreciate this responsibility and will like it even more if they have a process to follow.

The process for sales and indeed marketing is as important as the process that you have for running your accounts, manufacturing your products, managing the delivery of your service. Take the time to create, measure and manage your sales process and watch your bottom line improve.

If you need help with your sales process call me on 087 222 0720

About the author,

Hi I’m Derek O’Dwyer. I have been an ActionCOACH for the last 18 years. I live in Clare and work with businesses around Ireland to take their business to the next level. I am passionate about business and providing help and advice. In the past 18 years I have worked with over 400 business owners helping them and their business. I adapt my coaching depending on what you and your business need. I find that each coaching relationship is different but as long as we understand that we have a common objective with timescales, positive things happen quickly. I am a firm believer i the concept of “what you can measure you can manage” and “what you measure you can improve”. Key performance indicators and accountability form the bedrock of my coaching platforms. If making more money from your business, working less hours in your business and having a great team running your business then it’s worth having a discussion with me. If you are willing to implement changes I will be there to help every step of the way. In terms of personal accolades and recognition I have been awarded ActionCOACH of the year in Ireland every year for the last ten years In 2019 I was inducted into the ActionCOACH Global Hall Of Fame I was global Rookie Coach of The Year in 2002 having achieved remarkable success as the first ActionCOACH in Europe. Many of my clients have also received awards from their peers for their business improvements.

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