The sales process is not selling alone. It is a combined strategy that outlines the steps a business follows to keep the sales pipeline full and the business consistently profitable.
The sales process is the pre-planned strategy you follow to:
- Attract leads into the sales pipeline (marketing)
- Convert leads into revenue (the system of selling)
- Continue to provide value to existing clients for backend sales (CRM or client relationship management)
- Profitably utilize internet marketing, social media marketing and content marketing strategies
Without a plan in place that addresses these four vital areas you are following the wing and a prayer sales process.
And if you aren't measuring where your results are coming from, you are flying blind in a fog of assumptions that are often wrong.
What is the cost of not following a sales process plan?
Over 90% of small businesses are not following a sales process plan at all.
The cost of not planning, measuring and consistently executing a sales process strategy ranges, on average, from $1,000.00 to $4,000.00 for every $10,000 earned (10% to 40%).
That means that a small business that generates $100,000 in annual revenue is losing $10,000.00 to $40,000.00 of new revenue every year because they are not following a well developed sales process plan.
Is sales growth is your goal in Q2-2012?
If you are committed to seeing sales increases now and want a "strategic" plan to accomplish sales growth, then your business could be a great fit for our sales process development test program.
All of the details of the test program are at: http://www.billgluth.com/sales-process-test.htm