Once you have a sales process in place (if you don’t have a well functioning sales process in place yet, please refer to our sales process page) it’s easy to see what’s working and what isn’t.
Now your focus should shift to fine-tuning and maintaining your process. A sales process (like almost any business objective) isn’t something you can initiate at the beginning of the year, then forget about it. You need to consistently share your system with your team and make sure everyone understands the role they play in its success. This approach sets the stage for both building teamwork and achieving goals.
Make sure everyone in your company understands exactly what your sales process is before you begin to implement it. This may sound like a no brainer, but a lot of companies don’t take the time to clearly define their process, objective and goals.
Next, each individual needs to understand their specific role and how it affects others. Involving the whole company from the very start is critical to ensure success of the process. Answering questions and dispelling misconceptions is an important part of getting off to a strong start.
A great way to make sure everyone is on the same page is to set regular (usually weekly, bi-weekly, and never more than monthly) sales team meetings and make them a priority. Make it clear that sales meetings are to be kept in all but extenuating circumstances.
Your first meeting will be somewhat long so you can introduce the new process and take plenty of time for questions. Over time, your team meetings will become shorter and more concise while you focus on keeping everyone on the same page, pushing sales down the sales funnel, and celebrating success.
Sales meetings hold the team responsible for closing the deals so you'll want those to run a little differently. A recommended agenda for your sales meetings should look something like this:
The answer is no. Sales cycles change, production challenges occur, people retire and new people are hired. If you take the time to put in the maintenance work, you will be rewarded. Signs of success will begin to show in all kinds of ways:
In addition to regular (weekly, bi-weekly or monthly) sales team meetings, it is important to hold companywide meetings quarterly or annually to discuss “the state of the state.”
A recommended agenda for your company meetings should look something like this: