Any professional salesperson will tell
you. No matter what the product or service - the sale happens, for the most part, in the same way. Sales as a whole can be
broken down into three types. (1) Prospected Sales
(2) Referred Sales (3) Follow-up
Service Sales.
If your organization has people who are engaged in selling - and they mostly
sell within the above categories, then they (and you) will benefit greatly by a highly organized, trackable, reportable
Sales System.
Every product is different to be sure, but if you wish to maximize your
chances of getting the sale in the door sooner and wish to have available to your owner, CFO and/or executive staff the tools
with which they can accurately forecast how much revenue is in the pipline - then you need a Complete
Sales System.
A Sales System is like any other good business
system. It works with a set of tools that have been designed to fit it's requirements. With the right people running
it - it can be highly effective, informative, efficient and productive... smoothly accomplishing the tasks given to it with
predictability and elegance. (See the below outline and click on the flow chart, above)
A well designed Sales System uses an assortment
of technical tools, communication steps & administrative processes, designed to inform the involved
personnel - as well as Executive Management, of where each of the accounts stand in the Sales Pipeline.
(Click on the Sales Funnel, below) It will also keep everyone apprised of which accounts are in need of attention (and
why) - and informs the Administrative Staff and Salespeople which accounts - are in which stages
and reminds the appropriate personnel when to communicate, what to say, and automatically brings forward the proper communication
tool to say it with - in order to advance the relationship towards the sale.
Customers buy from whom they know they can depend - and if they can
depend on your organization - it will be because your staff gets them the right information when they need it - and makes
them feel appreciated for doing business with you.
Argaine Consulting can help you construct and
implement the right Sales System so your customers are always in process, getting
what they need.
This is not as complicated as it sounds - once it
is mapped out and procedures are established and understood by the whole team. By
its very nature a Sales System is supposed to keep everyone informed and aware and motivated. Imagine
what a well-trained staff can do with a great Sales System... - and then think about how an ad-hoc group
of employees end up performing without one...
