Master the Sales Process & Client Management: Become a Professional Salesperson.
Every Professional sales organisation like yours would have invested time and money on a Strong sales team and a Proven Sales Process to generate sustainable Revenue Growth, however it is the responsibility of every sales manager to prepare the sales team to deliver the results consistently, by making them understand their Roles and Responsibilities and meticulously implementing the Sales Process. Unfortunately, neither they have enough time, nor they equipped well to transfer this knowledge and process consistently. This program can help you achieve this and more..
What is Sales Process?
Sales process is like a roadmap to success for any organization. It helps them identify, qualify, and target the right leads, forecast sales, and manage their pipeline effectively.
Think of it as a GPS for your sales team – guiding them towards their destination and helping them avoid roadblocks along the way. With a robust sales process management system in place, organizations can stay on track, exceed their sales targets, and achieve long-term growth.
In short, sales process management is the foundation of any successful sales operation. It provides a clear and structured approach to selling, ensuring that every lead is treated with the attention and care it deserves. So, if you want to achieve and surpass your sales targets, a robust sales process management system is a must-have!
Sales Process and Client Management
Effective sales and client relationship management are like building a sturdy house. It’s not enough to tell your team. Follow the Sales Process Management.
To maintain good relationships with clients – you need a solid foundation and structure in place to make it happen.
Just like a house needs a blueprint, your organization needs a CRM structure and process that outlines how you will track and monitor your client relationships. This might include using software services to manage client data and interactions.
But it’s not just about the tools – you also need to train your team on how to use them effectively. Think of it like teaching someone how to use a hammer – without proper training, they might end up hitting their thumb instead of the nail.
To ensure long-term success, it’s important to set clear goals for your CRM structure and process. These goals should guide your entire team, even during staff and leadership changes. Just like a house needs a strong foundation to withstand the elements, your CRM system needs a strong set of goals to guide your team through any changes or challenges that may arise.
Importance of building sales process
Building a solid sales process is critical for any organization looking to achieve sustained success in their sales efforts. A well-defined sales process provides a clear roadmap for sales teams to follow, ensuring that every lead is treated consistently, and no opportunity falls through the cracks. It helps organizations to prioritize and target the most promising leads, improve the efficiency of the sales process, and forecast sales accurately. Additionally, a sales process enables sales teams to identify areas for improvement and make data-driven decisions to optimize their performance. By building and refining a robust sales process, organizations can increase their revenue, reduce costs, and ultimately achieve long-term growth.
Seven steps to convert a beginner into a professional Salesperson
Defining the Roles and Responsibilities
Business skills for Sales
Self-Management
Mastering the seven stages of Sales Process
Maintaining a strong sales Funnel
Client engagement and aligning with their Buying process
Planning and Reporting
Program Format
Interactive sessions for 4 days (2×2 days with 10 days gap)
Practice and group discussions to accelerate the learning
On the job activities and 6 week reviews
One-on-one coaching for 30 min (on request)
Coaching workbook to track the progress
Program Deliverables
Clear understanding of roles and responsibilities
Better self-management
Longevity
Better communication
Understanding of account management and Sales Process
Better relationship with team and manager
Ability to create strong funnel & consistent results
Frequently Asked Questions
Anyone who is working in the Industrial Sales Domain and budding engineers who wish to pursue Industrial Sales as their career can attend.
To provide enough time for the participants to apply their learning on the job.
Yes! You will have six weekly review sessions to check your learning and progress. You can also opt for 30 minutes of one-on-one coaching.
Sales process management is important because it provides a clear framework for sales teams to follow, enabling them to prioritize and focus on the most promising leads, improve their efficiency, and achieve their sales targets. It also helps organizations to make data-driven decisions and optimize their performance over time.
To create a sales process, you should start by defining the stages of your sales process, from lead generation to closing the deal. You should then identify the key activities, tasks, and milestones associated with each stage and develop a set of best practices and guidelines to follow. It’s also important to establish clear metrics for measuring performance and tracking progress.
Some common challenges in sales process management include identifying and targeting the right leads, managing the pipeline effectively, forecasting sales accurately, and ensuring that all team members are aligned and following the same process. Additionally, sales processes may need to be adjusted over time in response to changes in the market, customer needs, or internal factors.
Effective client management requires a range of skills, including strong communication and interpersonal skills, organizational and time management skills, problem-solving and conflict resolution skills, and a deep understanding of the client’s business and needs. Effective client management also requires setting clear expectations from the start, being transparent and honest in your communication, and managing expectations throughout the project or engagement.
Success in client management can be measured in a variety of ways, including client satisfaction surveys, client retention rates, referral rates, and revenue growth from existing clients. It’s important to track these metrics and use the data to continually improve your client management strategy.
Seven steps to convert a beginner into a professional Salesperson
Defining the Roles and Responsibilities
Business skills for Sales
Planning and Reporting
Self-Management
Mastering the seven stages of Sales Process
Maintaining a strong sales Funnel
Maintaining a strong sales Funnel
Program Format
Weekly reviews and feedback
One-on-one coaching for 30 minutes Process
Key account plan creation format
Coaching Manual
4 Days of classroom training (2 X 2 Days with min 10 days gap between two sessions)
On the Job activities
Program Deliverables
Clear understanding of roles and responsibilities
Better self-management
Longevity
Better communication
Understanding of account management and Sales Process
Better relationship with team and manager