CLARIFY “HOW YOU SELL” TO ENSURE CONSISTENCY.
Document your sales process from two angles to improve clarity and get better data from your CRM
(1) A process isn’t a process until you’ve written it down. If you want your sales team to manage their deals in a consistent way (and if you want data you can actually believe) you need to write down + share “how you sell.”
(2) It’s easy to lose sight of your customer. Starting with the buyer’s journey ensures that your team keeps their needs front of mind while you manage your pipeline.
(3) Get more detailed with “the rules of the road.” Clarify how you want reps to use the CRM - forecasting, timing, stages, and everything else. Without detailed instructions, your process is harder to improve and is bound to break down.
Clarifying your sales process is simple.
All it takes is two documents.
FROM OUR PLAYBOOK:
The two documents you need to clarify your sales process + start getting consistent.
Start with the “jobs to be done” that corporate buyers need to complete - and THEN build a sales process (complete with stages) to help them through it. Use verifiable sales stages to ensure your pipeline actually reflects “where things are.”
How do you want reps to enter opportunities? What timing and values should they use? How do your stages work? What about forecasting? You need a document that makes all this clear - and we’ve got a great example template you can steal from.