Sales teams are probably one of the most hectic teams in a company. Why? It’s simple. Sales teams are constantly juggling multiple leads, trying not to lose the momentum to move forward opportunities with possible future clients. If this sounds familiar and your sales reps are having a hard time keeping organizing themselves and failing to keep in touch with leads, they are probably lacking a methodology to help them navigate the process.
Sales Process Defined
A sales process refers to the specific set of steps a sales team takes to reach out to prospects and move them from leads to paying customers. Simply put, a sales process can be easily seen as a “journey” a potential client takes, from the moment they realize they need something, to the moment the purchase is finalized.
Why is Having a Sales Process Important?
Defining a sales process can be extremely beneficial to companies because it helps reps follow a thoroughly designed structure that will guide them through every stage of the sales process. And, in order to accompany a potential customer through this journey, a sales rep will, naturally, be in need of a roadmap. This is where a project management tool might come in handy.
Sales reps are fully aware that having a framework to work with is essential to achieve daily, monthly, quarterly or annual goals, because, at the end of the day, it’s all about closing those deals.
In Short, Having a Sales Process Will Help you to:
- Keep an eye on your incoming leads and understand which ones need to be contacted first.
- Manage multiple sales opportunities at once.
- Improve sales efficiency and overall productivity.
- Gain visibility into the status of your potential clients, and help them make the decision to buy your product.
- Identify at-risk opportunities at the right time.
- Due to the repetitive nature of the process, you will gain insights as to which type of actions work with your prospects, and which usually don’t.
What are the Stages of the Sales Process?
1. Prospecting
This stage helps identify potential buyers who are interested in your product, based on their industry, age, needs, demographics, or any other characteristic.
2. Preparation
The second stage prepares you for initial contact with a prospect, by researching and collecting valuable information regarding the product you are offering. It’s important to present yourself and your product as a solution to your potential customer’s particular needs.
3. Approach
This is the stage where you will be presenting yourself to your potential customer. It’s time to make the first contact.
4. Presentation
You will be actively demonstrating how your product meets the needs of your prospect. It’s important to understand your potential client’s specific needs in order to thoroughly prove how your product or service can fulfill them.
5. Handling objections.
It’s completely normal that your potential client should have questions or doubts regarding if buying your product is the right choice. This stage focuses on answering any concerns that will help them get closer to the final sale. Usually, there will be room for negotiation and special terms.
6. Closing
This is the happy stage. Your prospect has agreed to buy your product or service and it’s your job to finalize the deal.
7. Follow-up
The point of this final stage is to keep you in contact with customers that have already closed. Why? Repeat business and referrals. In other words, never abandon a customer just because it’s already a customer.
Can I Use Instagantt to Build my Sales Process?
Instagantt (gantt chart maker) was developed for strategic planning, and it’s the perfect gantt chart for your hectic sales department. As a Gantt chart software, it proves to be the ideal solution for listing, mapping, and tracking the progress of your leads. Instagantt helps you visualize the prospects that need to be contacted and those that are already in a specific stage of your sales process. And, at the same time, your entire team will be aware of what’s going on at all times.
Here’s an example of how you can make Instagantt a crucial part of your sales process:
Take a look at our Sales Process Template and make it your own
