HOW TO DESIGN A KILLER SALES PROCESS

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Jordan MuelaCEO, LeadSimple

www.LeadSimple.com

OUTLINE FOR TODAY

Step model for refining your sales process5

WHY PROCESS MATTERS

+

Why Process Matters

The Average Sales Process

50% lead quality50% sales process

comes down to

$ALES

PROCESSELIMINATES

PROCESSUNIFIES

PROCESSEMPOWERS

PROCESSDIFFERENTIATES

PROCESSSCALES

PROCESSLASTS

PROCESSADAPTS

“”

When each step in the sales process is handled correctly, the close is the natural conclusion.

- TOM SOMMERS

Your sales process will define your sales results.

Period.

BOTTOM LINE

5 SALES PROCESS

STEPS TOA PERFECT

DOCUMENT CURRENT PROCESS 1

MOSTIMPORTANT

STEP

LEADS

LAST

15

Where did each lead come from?

How were they distributed?

How was the responsible party notified?

How long did that take?

Was the lead emailed or called first?

How long did it take to make the first call?

How did the first call go?

How did the second call go?

How many calls did it take to make contact?

How many leads were unreachable?

How many calls and emails were made?

How many leads agreed to meetings?

How many of those meetings were completed?

What forms and files were sent to each lead?

At what step in the process were they sent?

How many leads were won or lost?

What was the reason for the leads lost?

How were followup actions scheduled?

WHATWILLYOU

FIND?

Could This Be Your Process?

YOUR AGENT

MAPNEWPROCESS 2

RULE 1:ALWAYS START OFF BY LAYING OUT YOUR SALES STAGES.

INSERT SCREENSHOT

RULE 2:ALWAYS CREATE STAGE SPECIFIC FOLLOW UP ACTIONS

Won

Meeting

ContactedDocument Library

Day 1 - Call in 5 Minutes

New

Day 1 - Send E-mail #1 (See Template)

Day 1 - Call after 30 Minutes

Day 2 - Call

Day 3 - Send E-mail #2 (See Template)

Day 5 - Call

Email Templates: 4

Email Templates: 2

Email Templates: 3

Email Templates: 1

STAGE + WORKFLOW + TEMPLATE

EXAMPLE:

Lead Arrives

Call #1

Do Nothing

If lead was not called within 5 minutes

If lead has not been called after 30 minutes

30 min

Assign Lead

Find Available Agent

Call #2

Notify Sales Manager

Lead Answers NO

Reassign Lead

1 min

Send Confirmation email Send Email

Add to Follow Up ScheduleSchedule Reminder

Was Meeting Scheduled?

Change Stage to Meeting Change Stage to Contacted

YES NOLead

Answers Leave Voice Mail

YES NO

Schedule In Person Meeting

FOCUS ONIMPROVINGONE STEP 3

Image credit goes to Brian Balfour, VP Growth @ HubSpot who blogs at coelevate.com

Starting Points...

Focus on driving down initial lead response times. Start by implementing tracking and then move to add automation.

FIRST CONTACT

Create one significant piece of sales collateral and then embed it in your sales process so every prospect sees it.

APPOINTMENTS

Start sending out automated meeting reminders to leads via AppointmentReminder.org.

MEETINGS

Test a new promotional offer and track close rates for the people you offer it to vs. those you don't.

CLOSING LEADS

LOSS TRACKINGStart tracking a specific reason for every lost deal and tally them up over time to identify common patterns you may be able to fix.

Create a long term follow up schedule and nurturing campaign.

LEAD NURTURING

4DEVELOPYOURSLA Service

Level Agreement

Speed To Call (For initial call)

SLA Performance for Q1 2015 (Jan. 1 - Mar. 31)

Format Response Time Goal Violations Compliance

Phone 14 minutes 5 minutes 37 77%

Agent: Dave Metzger

Number of Contact Attempts (For non contactable leads)

Phone 14 minutes

Format # of Attempts Goal Violations Compliance

Phone 3 5 12 67%

Email 5 5 8 79%

Total 8 10 20 73%

“People respect what you inspect.”

Chet HolmesAuthor of “The ultimate Sales Machine”

SLA BESTPRACTICES3

MONTHLY REVIEWS

1

DISPLAYPUBLICLY

2

CONNECT IT TO PAY

3

5PROCESS OVER OUTCOMES

Outcomes are what happened.

Process is why it happened.

PLAN THE WORK

WORK THE PLAN

And results are easier to assess and more objective than evaluating processes. But managers often make the critical mistake of assuming that good outcomes are the result of a good process and that bad outcomes imply a bad process.

Results are what ultimately matter...

In contrast, the best long-term performers all emphasize process over outcome.

Michael MauboussinAuthor of “The Success Equation”

MONTHLY

webinar.leadsimple.com

WEBINAR(Second Thursday of Each Month)

leadsimple.com/sales-course