Sales Management Challenges: 1 of 6 - How to Create Clearly Defined Sales Processes and Sales ObjectivesJune 23, 2017
Read Forbes, Fortune, or any other top sales and business publication. What will you find? Articles about the top sales challenges commonly faced, no matter which product or service you are marketing.
I'd like to share the benefits of my 30-year experience in sales and marketing with you. This series of blogs tackles 6 of the top sales challenges with sound advice and a practical 'do today' tip.
Sales Challenge #1: How to create clearly defined sales processes and sales objectives
If you don't know where you are going, you are almost certainly not going to get there.
Sales organizations need a road map--the sales process; you need to know what you need to do at each stage of the process, what KPIs to expect at each stage, and how to get sales opportunities through the process from lead to closure.
Then, your sales organization needs to follow that process (preferably mapped in CRM) so you can measure and report on each stage of the sale.
Likewise, for each deal, there is a need for a clearly defined sales objective--what are you selling, for how much, and when.
Do-today Tip #1: Build yourself a dashboard so you can track who has got what in the pipeline, what stage it is at and that the KPIs are being met.
Next time, we'll take a look at how to build the right team.
How has your organization been dealing with this challenge? Have a great story or hot tip to share? Any questions? Our online community looks forward to reading your comment or answering your question below.