Sales processes and ways of working
The sales process is different for every company. Although one could argue that a well-functioning sales process is one of the most critical elements of sales management, quite a few companies are still struggling to implement a systematic and measurable sales process.
We have often encountered the other extreme, where the sales process is far too complex. However, the most common issue is that the sales process is designed solely from the company's point of view, with the customer's perspective missing. Sometimes it is worth stopping and asking what added value the sales process brings for the customer.
Considering the customer's perspective when designing the sales process is essential, especially when the product or service is a little more complex. For example, the product can not be immediately purchased but requires some research and possibly even an approval process. A whole team may participate in making the purchase decision, each with its views and evaluation criteria.
Does the team follow the sales process to the letter? Is the group allowed to make its own decisions or deviate from the plan? What does this mean for sales management?
Sales technology and tools
It is important for sales management to have a comprehensive overview of how the sales are performing. In addition to the big picture, a clear view of the details is needed to make the right decisions at the right time.
Sales team managers need a clear and simple way to monitor team performance. Best practices and common approaches help to increase the competence and efficiency of the whole team.
Sales reps, on the other hand, need easy-to-use tools that reduce the need for manual tasks that could be automated. The right sales technology makes day-to-day work easier and helps close more deals, faster.
Sales qualified leads
Having access to a steady flow of sales-qualified contacts makes the everyday of sales reps a lot easier. It is quite a bit easier for a sales rep to do good work when the context is clear: the potential buyer has already shown interest in the product or service being sold. Marketing should be able to feed the sales team with high-quality leads, but just as importantly, sales should be able to source leads with their own means.
However, when marketing and sales do not work so seamlessly together, good efforts are thrown to waste.
When thinking about how to keep both the sales and marketing teams happy and imrove sales and marketing alignment there are a few things to keep in mind:
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The produced leads produced are genuinely "saleable"
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A sufficient number of leads are produced in a constant flow
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The added value of marketing and sales alignment is understood and shared
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Reward models or the way sales or marketing are measured do not build barriers to collaboration.
