You know if you made the deadline by your commission report… by calling your contract group repeatedly – and they love being contacted at month-end (joke!). You drop off the paperwork in the office, or have it couriered, and hope that it’s processed before month-end.You get the signature right away, or you make a return visit to collect the paperwork. Luckily, you have printed off the contract in advance and carried it with you. The client loves the product! You meet to present the proposal and get a commitment.You may remind yourself to do this by setting up an alarm in Outlook. If you remember, you send the client an email, or call them the day before to remind them about the appointment.Or maybe you make notes but forget to put them in the folder. Again, you take notes and add them to the file. You call the prospect to set an appointment to demo your product.You sales manager calls and wants to know how many deals you’re going to bring in this month.You file the folder in some sort of prospect filing system – maybe a file box, maybe a pile on your desk, maybe your trunk. With every call, every meeting, you add more notes. You make notes on a notepad, and add them to a prospect folder. You meet with the prospect to determine their needs.Basically, without CRM, the sales cycle goes something like this: You may not use every step or may have some extras, or you may have different names for these steps. Most good Salesforce Training programs will, at some point, entail the development and instruction of the sales process. Post-sales follow up – Curtail buyer’s remorse.Negotiation – Determine final price points.Proposal – Deliver the costs and gain commitment.Demo – Show benefits of how you meet needs.Discovery – Identify suspects needs and qualify prospect.Assessment – Does suspect fit basic criteria.Typically, the sales process outlines all the steps in the sales cycle, which roughly translate to the following: Any Salesforce Training program worth its weight will include time spent mapping out, or a determination of your organization’s sales process. Sales process is a collection of best practices that have been standardized and made applicable to the large majority if not all of your deals. You might have a modified or customized version, or a blend of any one of these. Your sales process may follow a commercial sales methodology, like Strategic Selling ® by Miller Heiman, SPIN ® Selling by Huthwaite, maybe Solution Selling ® by Sales Performance International. Have you recently acquired and are looking for Salesforce Training? Ask yourself this critical question – does your sales organization have a sales process? You know, a series of standardized steps for closing business.
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