What is process?

A process is a course of action; within the sales department it will be the course of actions we undertake to achieve an objective.

To give an example lets look at an inbound telephone enquiry from a customer or prospect. This example may look like your current process to a greater or lesser extent, but it clearly shows the variation in processes within a very simple issue.

Fig 1.

From a very simple example above you can see that each element of your sales process can become very cumbersome. The average sales department will have literally dozens of these informal processes.

History dictates that most processes established within a standard B2B sales team will have remained unchanged for the last 30 years. Conversely the opportunities to improve the sales processes have never been greater, or more easily implemented. Lets look at the same flow diagram utilising electronic diaries and call cycles.

Fig 2

You can see that the complexity of the informal process has been drastically reduced. The original visit request has been dealt with efficiently and within 5 minutes of your customer first making contact. What started out as a warm lead from your customer has remained warm as you add value to your customer relationship by offering an efficient service by meeting his expectations straight away.

Whilst the above example covers a miner element within the total sales process, it is easy to see that employing process throughout your sales operation will increase your efficiency, increase the levels of customer satisfaction by dealing with requirements efficiently and professionally and increase revenue and profit by making your sales team much more effective by removing all the non value adding actions.

Your informal processes will cover the generation of sales visits, generation of quotations, appointment booking, territory management, forecast process, and many, many more. It is easy to see that you can streamline your complete sales process to give you a much more efficient sales team. The end result is better service for your customer or prospect and more face to face time with qualified leads for your sales team.

Intelligent sales solutions have experience of process mapping sales teams. The same process mapping techniques that have been applied to manufacturing and logistics operations over the last 40 years are now available for you to use within your sales team. You can generate initial efficiency improvements of at least 25% and continually improve your processes to drive revenue and profit increases out into the future.

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