What defines an effective sales process?

Having a sales process up and running in your company doesn’t guarantee everything – or anything, whatsoever. 

Just as purchasing and setting up a complete gym full of workout equipment in your garage does not make you a bodybuilder (we wish it did, though…all the results, none of the effort).

Appropriate use makes all the difference (in both the sales process and the workout examples). Proper usage along with a desire to be ready to apply a sales process can easily lead to a lot more sales.

Having an effective sales process entails a few crucial steps, such as the folllowing:

  • Prospecting for the best leads;
  • Qualifying those leads until they’re ready to become customers;
  • Putting up an enticing product presentation;
  • Presenting your sales proposal at the appropriate moment;
  • Negotiating and managing any objections the customer might have;
  • Effectively closing the sales;
  • Following up;
  • Repeat.

We understand it may sound a little more complex than the instructions on the back of your favorite shampoo bottle, but this is a business after all, it’s supposed to be (a little) complex.

Any ordinary sales process might generate the preferred results in standard times. However, an effective sales process bears elasticity to suit unusual situations. Is your business ready to meet a quick spike in demand for your services or products?

Powerful sales processes withstand the rigors of altering times as well as market problems and generate the best possible results in nearly every situation.

An effective sales process creates the expected sales results with unerring accuracy just as a manufacturing system delivers the expected products.

A robust sales process actually makes customers. It really is a client, or more accurately, a buyer manufacturing method. Isn’t that an incredible productivity system for any business to own?

A production system uses raw material, strategy, technological innovation, as well as manpower to create finished goods.

A sales process can be seen as an integrated technique in which labor refers to the product sales force, the services or products is the raw material, the strategy are the sales plans and techniques, and then technology represents the most recent communication and also sales technologies.

A  focused sales process recognizes and then qualifies leads taking into account only the customers that have the potential to purchase based on their importance.

It makes an impression on the potential customer with the originality of the product or service as well as the company itself. It addresses the ‘need’ of the client and also builds customized proposals to fix their particular problem. The buying power of every customer should also be evaluated.

The successful sales process should forge more powerful bonds between the business and the customers via personal, friendly interactions with sales personnel.

This will lead to a bigger percentage of lucrative sale and customers who feel at ease investing their money.

Finally, a sales process focused on good results is an up selling and repeat buyer process. Make sure repeat business is acquired through client satisfaction as well as proper follow-up. It costs an average of 5-8 times more to capture a new or fresh client compared to selling to an existing client.

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Written by Isabelle Salemme, Product content manager at Pipefy. She uses her extensive Pipefy knowledge to write informative pieces teaching users to make the best of Pipefy. Besides being responsible for all product-related content, she's an avid reader, a coffee lover and a professional photographer.