Simple Sales Tracking Blog

Have You Benchmarked Your Sales Process?

Most people tell me they can sell once they get in front of a prospect, however if they don’t get the appointment they never get the opportunity to sell to anyone.

There are two parts to a sale – the first is getting the appointment, the second is everything that happens after that.

The point is if you don’t get the first part right nothing happens!

Brian Tracey talks about identifying what he calls your critical success factors. These are the activities that will determine either success or failure in your chosen field. He suggested there are generally 5-7 of these for most of us. In sales this could include such things as detailed preparation, prospecting, presentation process, following a sales plan to name a few.

People often ask me if I have worked with other businesses the same as theirs and in most cases I am able to answer yes however the point I am quick to make is that the sales “process” is the same for just about every product or service.

You need to:


  • Develop your sales plan

  • Identify the type of people you suspect may have a need for your product or service

  • Do your research

  • Arrange an appointment

  • Present your questions

  • Establish the return on investment

  • Ask for the business

  • Deliver on all promises

  • Keep regular contact

  • Gain referrals

  • Resell to new needs
As you can see this is probably how you develop new business using some or all of these steps if you are a pro-active salesperson.

The key to this however is developing processes around each of these areas so they happen on a consistent basis day in day out, week in week out.

The most successful companies benchmark their sales process to ensure consistent sales growth. The definition of Benchmarking is –

“A systematic process of comparing the activities and work processes of an organization or department with those of outstanding organizations or departments in order to identify ways to improve performance.”

Benchmarking programmes commonly include the following stages – identifying the area requiring benchmarking and the process to use, collecting and analyzing the data, implementing changes and monitoring and reviewing improvements.

From benchmarking, best practices can be developed for each process. This is particularly applicable for the sales process.

Do you have a set process for each of the eleven steps I have identified above?

A quick quiz –

Rate yourself between 1 – 10 for each of the steps above, 1 being no process at all and 10 being absolutely satisfied you have a system to ensure consistent delivery every time.

Your lowest scoring activity will limit and determine your level of success in sales in all the other critical sales activities. So if you don’t have a set process for arranging appointments then you will miss many opportunities. Likewise if you can consistently get the appointment but don’t have a process to advance or close the sale once again missed opportunities.

I will be continuing with this subject in my next article.

Quote of the Week –

“There’s no magic to it, and you don’t need a lot of natural talent. What you need is a disciplined, organized approach to selling. If you have that, you’ll outperform the great salesman who doesn’t understand the process every time. Selling can definitely be learned.”

Steve Bostic

Brett Burgess is a Sales Trainer and Programme Developer for Sales Impact Group Ltd.

Filed under: Sales Techniques and Strategy, ,

Web to Lead Forms Now Available

You speak – we listen. Many of you have requested a capability known as Web to Lead Forms. Over the weekend we introduced this new capability and in this newsletter we’ll walk you through what they are.

Web to Lead Forms provides a way for you to include a form on your website to capture both new contacts and new leads and have that information stored directly into Simple Sales Tracking. Each time a new piece of information is collected, you’re automatically notified via email.

Step 1 – Build the Form


Login to Simple Sales Tracking and click the new “Web to Lead” link at the top of the page. From there, select each field you want to include in your form and optionally change the text that describes each one. Once complete, click the “Build” button.

Step 2 – Preview the Completed Form


After clicking the “Build” button, further down the page you’ll see a preview of what your new Web to Lead form looks like. If you need to make further changes, do so, then click the “Build” button again.

Step 3 – Copy and Paste the Html Code


You’ll notice next to the Preview a textbox labelled Html Code with some text in it. Copy that Html Code into the code of a webpage on your website and the form will be there.

Step 4 – Enable Web to Lead Forms


As a security measure, your account administrator (the first account created by default when you signed up), will have to select a check box on the Admin page in order to enable the Web to Lead forms to work.

You’re Done! Create as many Web to Lead forms as you like. Remember to test them to make sure they’re capturing the data the way you want it.

Please note Web to Lead Forms are available to Full Account holders only. If you’re using a Limited Account, consider upgrading today!

Filed under: How To's, Integrations, New Features, ,

About

Simple Sales Tracking is web-based sales CRM software for the tracking, analysis and forecasting of individual and team sales pipeline and contacts.

Built with simplicity at its core, focus is kept on key sales tasks, while eliminating unnecessary ones, helping to ensure buy-in of the entire sales team.
Go to SimpleSalesTracking.com

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