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How To Design A Killer Sales Process

Your sales process will define your sales results. Period.

It will either be an engine of growth or an anchor of doom that will drag down even the best marketing campaign.

Every company has a sales process that runs day in and day out, it's merely a question of whether or not it's a good one.

Join us for this tear down on what an effective sales process looks like from lead distribution to lead nurturing.

How To Design A Killer Sales Process

  1. 1. HOW TO DESIGN A KILLER SALES PROCESS Thanks for joining us! We’ll be starting in a few minutes Jordan Muela CEO, LeadSimple
  2. 2. www.LeadSimple.com
  3. 3. OUTLINE FOR TODAY Step model for refining your sales process5 WHY PROCESS MATTERS +
  4. 4. Why Process Matters
  5. 5. The Average Sales Process
  6. 6. 50% lead quality 50% sales process comes down to $ALES
  7. 7. PROCESS ELIMINATES
  8. 8. PROCESS UNIFIES
  9. 9. PROCESS EMPOWERS
  10. 10. PROCESS DIFFERENTIATES
  11. 11. PROCESS SCALES
  12. 12. PROCESS LASTS
  13. 13. PROCESS ADAPTS
  14. 14. “ ” When each step in the sales process is handled correctly, the close is the natural conclusion. - TOM SOMMERS
  15. 15. Your sales process will define your sales results. Period. BOTTOM LINE
  16. 16. 5 SALES PROCESS STEPS TO A PERFECT
  17. 17. DOCUMENT CURRENT PROCESS 1
  18. 18. MOST IMPORTANT STEP
  19. 19. LEADS LAST 15
  20. 20. Where did each lead come from?
  21. 21. How were they distributed?
  22. 22. How was the responsible party notified?
  23. 23. How long did that take?
  24. 24. Was the lead emailed or called first?
  25. 25. How long did it take to make the first call?
  26. 26. How did the first call go?
  27. 27. How did the second call go?
  28. 28. How many calls did it take to make contact?
  29. 29. How many leads were unreachable?
  30. 30. How many calls and emails were made?
  31. 31. How many leads agreed to meetings?
  32. 32. How many of those meetings were completed?
  33. 33. What forms and files were sent to each lead?
  34. 34. At what step in the process were they sent?
  35. 35. How many leads were won or lost?
  36. 36. What was the reason for the leads lost?
  37. 37. How were followup actions scheduled?
  38. 38. WHAT WILL YOU FIND?
  39. 39. Could This Be Your Process? YOUR AGENT
  40. 40. MAP NEW PROCESS 2
  41. 41. RULE 1: ALWAYS START OFF BY LAYING OUT YOUR SALES STAGES.
  42. 42. INSERT SCREENSHOT
  43. 43. RULE 2: ALWAYS CREATE STAGE SPECIFIC FOLLOW UP ACTIONS
  44. 44. Won Meeting Contacted Document Library Day 1 - Call in 5 Minutes New Day 1 - Send E-mail #1 (See Template) Day 1 - Call after 30 Minutes Day 2 - Call Day 3 - Send E-mail #2 (See Template) Day 5 - Call Email Templates: 4 Email Templates: 2 Email Templates: 3 Email Templates: 1 STAGE + WORKFLOW + TEMPLATE
  45. 45. EXAMPLE:
  46. 46. Lead Arrives Call #1 Do Nothing If lead was not called within 5 minutes If lead has not been called after 30 minutes 30 min Assign Lead Find Available Agent Call #2 Notify Sales Manager Lead Answers NO Reassign Lead 1 min
  47. 47. Send Confirmation email Send Email Add to Follow Up ScheduleSchedule Reminder Was Meeting Scheduled? Change Stage to Meeting Change Stage to Contacted YES NO Lead Answers Leave Voice Mail YES NO Schedule In Person Meeting
  48. 48. FOCUS ON IMPROVING ONE STEP 3
  49. 49. Image credit goes to Brian Balfour, VP Growth @ HubSpot who blogs at coelevate.com
  50. 50. Starting Points...
  51. 51. Focus on driving down initial lead response times. Start by implementing tracking and then move to add automation. FIRST CONTACT
  52. 52. Create one significant piece of sales collateral and then embed it in your sales process so every prospect sees it. APPOINTMENTS
  53. 53. Start sending out automated meeting reminders to leads via AppointmentReminder.org. MEETINGS
  54. 54. Test a new promotional offer and track close rates for the people you offer it to vs. those you don't. CLOSING LEADS
  55. 55. LOSS TRACKING Start tracking a specific reason for every lost deal and tally them up over time to identify common patterns you may be able to fix.
  56. 56. Create a long term follow up schedule and nurturing campaign. LEAD NURTURING
  57. 57. 4 DEVELOP YOUR SLA Service Level Agreement
  58. 58. Speed To Call (For initial call) SLA Performance for Q1 2015 (Jan. 1 - Mar. 31) Format Response Time Goal Violations Compliance Phone 14 minutes 5 minutes 37 77% Agent: Dave Metzger Number of Contact Attempts (For non contactable leads) Phone 14 minutes Format # of Attempts Goal Violations Compliance Phone 3 5 12 67% Email 5 5 8 79% Total 8 10 20 73%
  59. 59. “People respect what you inspect.” Chet Holmes Author of “The ultimate Sales Machine”
  60. 60. SLA BEST PRACTICES3
  61. 61. MONTHLY REVIEWS 1
  62. 62. DISPLAY PUBLICLY 2
  63. 63. CONNECT IT TO PAY 3
  64. 64. 5 PROCESS OVER OUTCOMES
  65. 65. Outcomes are what happened.
  66. 66. Process is why it happened.
  67. 67. PLAN THE WORK WORK THE PLAN
  68. 68. And results are easier to assess and more objective than evaluating processes. But managers often make the critical mistake of assuming that good outcomes are the result of a good process and that bad outcomes imply a bad process. Results are what ultimately matter... In contrast, the best long-term performers all emphasize process over outcome. Michael Mauboussin Author of “The Success Equation”
  69. 69. MONTHLY webinar.leadsimple.com WEBINAR(Second Thursday of Each Month)
  70. 70. leadsimple.com/sales-course

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