According to the survey data, 85%+ of sales directors believe that the sales process has a significant impact on sales growth. With the development of the business and the expansion of the sales team, an effective sales process can help enterprises define a clear sales roadmap, grasp the sales rhythm, and effectively convert potential customers into transaction customers. So when we choose a CRM system, or consider implementing a CRM customer management system, the first concern is sales process management.

This article will discuss how sales teams can effectively manage sales processes and phases, and provide some practical advice.

Understand sales processes and stages

Sales process refers to the process of generating sales opportunities for target customers, conducting sales activities in response to sales opportunities and producing results.

In order to effectively manage the sales process, enterprises will divide the entire sales process according to important links such as “lead discovery”, “business opportunity follow-up” and “order making”. The common stages are: potential customers – establishing contact – demand communication – business quotation – bidding – signing cooperation. Generally, depending on the industry attributes and management requirements of the enterprise, the sales process will have different adjustments. Sales phase division and data maintenance are also fundamental components of sales funnel analysis.

Using CRM system,

Manage sales process effectively

So how do you create a “sales process roadmap”? Each company’s sales roadmap is different, depending on its industry, type of customer, decision-making process, and so on. But the way roadmaps are produced is common.

First, you need to understand your customers’ needs and buying behavior, as well as their decision-making process, and “think in tandem” with your customers. Then, break the sales process into multiple stages and set clear goals for each stage. At the same time, sales work is inseparable from team coordination, team members need to be clear about their roles and responsibilities, and regular training and guidance to ensure that the sales team’s understanding of the process is consistent.