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Once the sales organization has designed the team and roles, recruited the right talent, and put its players on the field, the team has to know the plays to run and how to score. Sales process and pipeline management define how the organization works and how to maximize productivity.
Most organizations have sales processes that are either tribal knowledge, inconsistently defined, overly general, or unnecessarily complex. Like sales organization design, sales process should be developed with the customer at the forefront. Sales process covers the primary plays and the rules of engagement that define how each role coordinates with other roles and sales channels. It must also be simple enough to commit to memory and clear enough to analyze for improvement via the CRM (Customer Relationship Management) system.
The pipeline is an analytical reflection of the sales process, usually managed in CRM, that allows the organization to evaluate and optimize performance to the process and forecast results for sales planning. However, part of the magic in effective pipeline management, is to not focus just on the purely analytical and mechanical but to also prompt innovation and problem solving on customer opportunities by the sales team.
SalesGlobe can help make sense of these disciplines. We’ll work with you to define:
- How your sales process should reflect the customer buying process.
- How your team should engage in each aspect of the process.
- How your pipeline management process should support the sales process.
- How you can improve pipeline management and forecasting effectiveness.
We’ll help you arrive at innovative solutions based in concrete analytics, that maximize the impact of your sales team.