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What’s a sales process? A sales process is a set of repeatable steps that a sales person takes to take a prospective buyer from the early stage of awareness to a closed sale Simply put, it is a potential customer’s journey from realizing they have a need for a product to making an actual purchase And since the sales process is a journey for a prospect, it is a roadmap for a sales person sales process consists of 5-7 steps SALES MANAGEMENT PROCESS OF COCA COLA DDeessccrriibbiinngg SSttrraatteeggiicc DDeevveellooppiinngg DDiirreeccttiinngg SSaalleessffoorrccee tthhee ppeerrssoonnaall RRoollee ooff tthhee tthhee tthhee EEffffeeccttiivveenneess sseelllliinngg SSaalleess SSaalleessffoorrccee SSaalleessffoorrccee ss aanndd ffuunnttiioonn FFuunnccttiioonn PPeerrffoorrmmaannccee Following type of sales people include in personal selling: Order Takers Seek repeat sales, make certain that customers have sufficient product quantities where and when they need it Do not require extensive sales effort Arrange displays, restocks them, answer phone calls Low compensation, little training required High turnover of personnel Inside Order Takers receive orders by mail/phone, sales person in a retail store Field Order Takers travel to customers Order Getters Sell to new customers and increase sales to present customers, sometimes called creative selling Generate customer leads, provide information, persuading customers and closing sales Required for high priced, complex and/or new products High pressure, requires expensive, time consuming training Trade Salespeople May perform order taking function as well Spend much time helping customers, especially retail stores, to promote the product Restock the shelves, set up displays Team Selling Team selling is “selling using multiple people who each bring something unique to the sales process, especially when specialized knowledge is needed to satisfy different interests in customers' buying centers Elements of the Personal Selling Process Salespersons use exactly the same sales method, but it is generally a seven step process: Prospecting and Evaluating Making the Presentation Closing Following Up Functions Performed by salespeople to manage their customer Sales Custo Call mer Order Follow Purcha Up se Order Order Deliver y Specific Characteristics which makes sales manager effective: 1 Coaching 2 Critical Thinker 3 Hiring 4 Be a team player 5 Treat all your salespeople equally 6 Give positive feedback Sales Process and how to Prospect New Account 1 Get a decent list of prospects 2 Create a qualifying script 3 Set reasonable prospecting goals 4 Get into a positive mental state 5 Make the calls Sales channel use in Coca Cola: Trade Shows: We conduct our trade shows in the following ways: Business Theater: We set up our business theater where our well trained sales rep gives the potential customers the presentations regarding our product Brief Overview: A brief overview of the company is given to the attendees along with all the exciting things that they would find inside our booth They are also giving a brief introduction regarding our product Booth Activities: Fun activities are offered at the booth where people can play different games and are offered prizes Team Selling: We practice team selling in our organization It is implemented in the following ways Distribution: Direct Distribution (Company 2 Company) Indirect Distribution (Company to Distributor) Suggestions: Just as we always encourage our sales people to follow up with potential clients, be sure to follow up with your sales team on discussions brought up in coaching, training, or sales meetings Ask them whether the information was useful, how they are able to apply it, what issues they are still encountering When you follow up on key discussions, your sales people will be more likely to actively apply the material to their daily activities Managers often emphasize to their employees the necessity for constant development and training Don’t forget that the same applies to you Consider taking a professional sales management or sales coaching course to help you manage your sales team toward more productive and profitable possibilities Goals do not have to be just about hitting numbers; you should also set developmental goals with your sales people Tangible goals around habit and attitude improvements as well as knowledge and skills acquisition goals will produce well-rounded professionals who will better be able to achieve their sales targets Be a resource for your team Share your own success stories, best practices, and advice on your areas of expertise, and direct them to appropriate external resources when needed Show your team that they can come to you with challenges and questions Do you know your sales team and how they learn best? Take some time to identify the personality types and learning styles of the people within your team in order to help you deliver your sales meetings, coaching, and training sessions in the most effective way Don’t allow negative morale to pervade your company culture When signs of negative morale become apparent, find out what is at the root of your employees’ concerns, and then have an informative and open conversation with them about their concerns With your sales team at the heart of your business, it’s important to keep them in constant development in terms of industry, product, and sales knowledge Early in the year, work out a training and development plan with each sale professional, and stick to it, no matter how busy things get Ensuring that your sales team is equipped with the latest knowledge will translate into more opportunities for new business and innovation Conclusion A defined sales process can help you do the right things right and know for sure what works and what doesn’t Equipped with this knowledge you can avoid making the same mistakes The long-term advantages of adopting a well-tuned sales process are plenty Your sales team can: create and maintain long-lasting customer relationships, ensure higher customer lifetime value, reduce customer retention costs, get more referrals, increase sales revenue For a sales manager, following a standardized sales process creates a possibility to concentrate on the things that matter most: planning, distributing leads, prioritizing tasks, managing your team’s time and work load better, as well as making more accurate sales forecasts To make sure your team sticks to the process, you need a CRM A CRM system will automate every sales stage and prompt what actions to take, when to follow up, send information and when to start preparing your sales pitch CRM allows you to easily program all sales stages, document all communication and move a prospect from one stage to another at the right time Less work, more sales What more could you ask for?