Mapping out your sales process involves the visualisation and documentation of every step in your customer journey. It’s not an easy or fast process, but it’s well worth the time and effort involved. The steps below will help you on your journey.
Mapping out your sales process involves breaking down the various stages and steps involved in your sales cycle and creating a visual representation of the workflow. Investing in mapping out your sales process will help streamline your sales activities. Here’s a step-by-step guide to help you:
1. Identify your current sales activities: Start by analysing your existing sales activities and identifying the key steps involved in your sales cycle. Consider the typical actions and interactions that occur from the initial contact with a prospect to closing the deal.
2. Define the stages: Divide your sales process into stages that represent the different milestones or phases of your sales cycle. Common stages include prospecting, qualification, needs assessment, presentation/demonstration, negotiation, closing, and post-sale follow-up.
3. Outline the steps within each stage: Within each stage, outline the specific steps or actions that need to be taken to move the prospect closer to buying. For example, under the prospecting stage, you may have steps such as lead generation, initial contact, and qualifying the lead.
4. Determine criteria for advancing stages: Define the criteria or indicators that determine when a prospect would typically move from one stage to the next. These criteria could be based on actions taken by the prospect, their level of engagement, or their readiness to progress in the buying process. Clearly defining these criteria helps ensure consistency in moving prospects through your sales process.
5. Visualise the sales process: Use a visual format to map out your sales process. This can be done using flowcharts, diagrams, or a sales pipeline visualisation tool. Start with an overview of the stages and then break down each stage with the corresponding steps. Connect the stages and steps in a logical flow to depict the progression of a prospect through the sales cycle.
6. Review and refine: Once you have mapped out your sales process, review it with anyone else involved in sales in your business. Seek feedback and identify any areas that need improvement or adjustment. Consider incorporating best practices and insights to refine your process further.
7. Document and communicate: Document your sales process in a clear and accessible format. Make it readily available to your front-line team so they can refer to it and follow the defined steps consistently. Ensure that all team members are familiar with the process and understand their roles and responsibilities at each stage.
8. Continuously evaluate and update: A sales process is not static but evolves over time. Continuously evaluate the effectiveness of your process, track key metrics, and gather feedback from your team. Identify areas for improvement and make necessary adjustments to optimise your sales process.
Remember, mapping out your sales process is a collaborative effort that involves input from your front-line team and other stakeholders. It should be a dynamic tool that adapts to the changing needs of your business and customers.
Have you mapped out your sales process? If not, hopefully these steps will help make it relatively pain-free.
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