Creating a Sales Process & Methodology: A Simple Guide | 2023

What is a sales process? In simple terms, a sales process is the series of steps a salesperson takes in order to convert a potential customer into an actual customer.

Understanding the sales process steps is key to being successful in sales and ensuring that your business is generating maximum revenue.

So, what's this blog about anyway?

From understanding the difference between a sales process and methodology to identifying the key elements that make a strategy successful, in this blog post, we'll be diving deep into the world of sales and uncovering the secrets to success.

So, let's get started and unleash the power of sales together!

Is the Sales Process the Same as a Sales Methodology?

Nope, it's not, and here's why.

You already read the “What is a sales process” part.

It is a set of steps that a salesperson takes to close a deal with a customer, and there are several components to consider here.

It's like a to-do list for making a deal happen.

On the flip side, a sales methodology is the overall strategy used to reach sales goals.

It's like the overall game plan.

It includes things like the tools they use, how the sales team is structured, and the company's overall approach to selling.

There are a bunch of different sales methodologies out there, like the inbound, solution, gap selling, MEDDIC, the Sandler system, and so on.

Each one has its own way of interacting with customers and positioning products.

It's like different plays in a game.

The sales process and methodology are both important, but they're different.

So, while the sales process steps are like play-by-play, the methodology is the game plan.

And just like in any game, having a good game plan can make all the difference in hitting those sales targets.

Unleashing the Power of Sales!

Whether you're a seasoned pro or just starting out, crafting a winning sales process and methodology can be the key to achieving your revenue goals.

So here are some tips and insights on how to unlock the full potential of your sales team and take your business to new heights.

1. Crack the Code of Customer Needs

Understanding what your customers want and need is like the foundation of any successful sales strategy.

Think about it, if you don't know what people are looking for, how are you gonna sell them something they'll want to buy?

It's basic math.

Knowing what your customers need and want is like having the cheat code to selling.

It's the key to creating a sales pitch that resonates with THEM and closing the deal.

But how can you do that? Is there a magic spell? A tool that does that for you?

Well, while there might be some tools that have some intel on your customers, the best way is to…ask them!

Pretty easy, huh.

If you don't know how to do that, this article on “Understanding your customer needs: Best questions to ask” might be what you need.

2. Cold Calling Works If You Know the ‘When'

Cold calling, it's like the ultimate test of a salesperson's skills.

It's the moment of truth when they gotta put themselves out there and try to convince a complete stranger to give them their time and attention.

But let's be real; it can be tough.

You don't want them to be that annoying person who calls at the worst possible time… like when someone's about to sit down for dinner or when they're in the middle of a meeting.

That's just sales suicide.

But, if your salespeople know the “WHEN” of cold calling, you can increase the chances of success.

Cold calling is not dead like some presume. It can be a powerful tool to generate leads, BUT (and it's a huge but) it's all about timing and personalization.

Know when to call and how to tailor your message to your audience, and you'll be well on your way to closing more deals.

3. 80% of New Leads Are NEVER Converted into Sales

Did you know this alarming sales statistic?

Sales is like a puzzle; each lead is a piece that needs to fit just right to complete the picture.

Sometimes, it feels like trying to fit a square peg into a round hole.

But then you understand that that's only a cardboard piece your cat chewed from the pizza box…

So, first things first, your sales team needs to understand when and how to upgrade those leads into prospects and customers.

After all, 74% of companies state converting leads into customers is their top priority.

It's all about timing and strategy.

Each lead is unique, and you've gotta approach it differently.

But, let's be real, sometimes it's not just about skills.

Sometimes, it's about using the right tools too.

That's why you've gotta make sure your sales team has the right tools and technology to help them close those deals.

4. Create Your Sales Process Flowchart

A sales process flowchart shows your salespeople where they need to go and what they need to do to close those deals.

Think of it like a choose-your-own-adventure book for your sales team.

They've got a lead, and they need to know what to do next, and that's where the flowchart comes in.

It's like a map that guides them on their journey from lead to customer.

How is this different and important?

A flowchart is different from other sales documents because it's got all the steps laid out for them, and it's got a built-in decision tree.

Like, if the customer says Yes, then do this; if they say No, then do that.

It's important to remember that a flowchart is a living document; it's not set in stone.

You've gotta keep updating it as you learn what works and what doesn't.

Plus, getting input from your sales team is key; they're the ones on the front line, and they know what's working and what's not.

5. Customer-Centric Sales Process

Have you heard of the consultative vs. traditional sales process debate?

If not, I will explain it here.

Both will get you to your destination, but the journey and experience are vastly different.

Traditional sales is tried and true, but it's also a bit outdated.

It is all about pushing a product or service onto a customer.

It's a one-size-fits-all approach that doesn't take the customer's needs or wants into account.

Research shows that 58% of buyers believe there should be a greater emphasis on the value you can provide them.

On the other hand, consultative selling is sleek and efficient.

It is all about understanding the customer's needs and finding the right solution for them.

See the difference?

It's like a tailor-made suit; it fits just right.

69% of buyers say that providing data relevant to their business is critical.

It's not just about closing the deal; it's about building a relationship with the customer, and there are some steps that will take you there.

Plus, with the rise of e-commerce, the traditional sales process is becoming obsolete.

So, if traditional selling has been working for you till now, maybe it's time to reconsider.

6. Build a Winning Sales Culture

Ok, you created the best team, have the best tools, and follow the best techniques mentioned above…

What's missing?

The answer: a high-performance sales culture!

Without it, your team is just a bunch of people working together, but with a winning sales culture, they'll be a well-oiled machine.

A winning sales culture is what brings the team together; it's what makes them want to “win,” not just for themselves but for the company as well.

Plus, with a winning culture, your sales team will be better equipped to handle the ups and downs of the sales process.

They'll be more productive, engaged, and likely to stay with your company for the long term…if you understand how to achieve it.

Wrapping Up

In short, sales is the backbone of any business, and creating A-amazing sales process steps, methodology, and culture is key to success.

A flowchart is a must-have to guide your team, consultative sales is the way to go, and a winning culture will make your sales team a well-oiled machine ready to close deals and have a blast doing it!