Have I nailed my sales process?

Sales are the life blood of any business. Without a successful sales performance, it is very difficult for a business to hit its profit targets.

Quite rightly and understandably, a lot of businesses spend time analysing sales performance; what has sold well, where are the shortfalls. They then look to re-focus and prioritise based on their findings.

These are obviously important tasks for any business to undertake, but they focus on the outcome of an activity and not on the activity itself.

What do I mean by this?

Yes, it is important to measure your sales performance, but it is even more vital to understand the sales process itself as this creates the sales performance – nail the sales process and you can nail the numbers.

Here are some simple questions you can ask yourself to help you to understand your sales process:

• What type of customers buy my products?
• Why do they buy my products?
• Which sales channels are they from?
• What does my sales pipeline look like?
• How do they hear about us?

Once you can answer these questions you can move onto the next stage:

• I know who buys from me, so where do I find other customers that look like them?
• I know why people buy from me; is this reflected in my sales material (digital and copy)?
• I have identified the sales channels, but have I got an identified sales funnel in each channel that brings in new customers?
• If I have, what are the conversion rates of moving a prospect to becoming a new customer?
• How long does this process of winning a new customer take?
• Do I have enough potential customers in my sales pipeline?

When you have been through this process, you should now be in a good position to focus your resources on the areas that will give you the best results.

Understanding sales processes and building sales funnels is vital to any business. If you think you would benefit from having a conversation with us on this or any of the other topics, click here or call Jemma Houseman on 0113 274 3496.

For further information on achieving sales growth, click here.