How to Improve Your Sales Process

Sales are the lifeblood of any business, so it’s essential to have a sales process that is as effective as possible.

There are always ways to improve your sales process, no matter how successful it already is.

If you want to improve your sales process, creating a playbook for your sales team is a great way to do so. This will help them to stay organized and on track as they work through each step of the process.

(Below is a transcript of today’s featured video, “How to Improve Your Sales Process To Close More Deals. “)

Now I get a number of questions from successful business owners who are looking to improve their sales process. So in today’s quick video, I want to walk you through our process and how it’s worked to increase our client sales by as much as double and to do so, without spending more money, more and more effort to bring in more leads. I originally got this idea for this process by studying under Dr. W. Edwards Deming’s apprentice. And then eventually, I had a client who was Dr. Deming’s business partner. And suppose you don’t know who Dr. Deming is, in that case, he’s a guy who is credited as creating one of the world’s most significant turning points in world history, as well as personally adding billions of dollars in process improvement. I mean, this guy added more revenue improvement than any other person I’m aware of throughout history. And he did this by simply having a system in place for continuous improvement. And by figuring out problems through a higher level of consistency and understanding what a successful result means within context. So the first step to accomplishing this is to plan. Ever see a six year old playing soccer. They’re all chasing each other in one group, all trying to get the ball to the goal. They’re disorganized, and they’re haphazard. And that’s a sales team without a playbook. So then step one is that your sales team must have a playbook, a playbook to grow the pipeline and to close sales. Now, this is a step-by-step outline of the steps that they need to take, when they need to take them and the goal that they’re all trying to achieve. You see, the right playbook has no guesswork, it’s completely intentional, and each sales rep has a consistent process to follow. So then step two is to do. Now your sales team is executing the plan. And as they execute each plan, they’re tracking all their action steps in the pipeline, measuring each step’s success and conversion. And we do this because of instead of completely overhauling the entire sales playbook when you want to make a change, you can figure out what part of the plan is working and what part needs improvement. So first, you plan. And then you do. And then, step three: you study. Look at the results, did your outcome metric goal, what’s working, what’s not working? Why did it work? Then you make improvements to the playbook. And then finally, step four: act. Now that you’ve learned what’s working and what’s not, you will test the impact of your improvements to compare it against the original results. And by going through this process, ourselves, we’ve reduced no-shows from 50% to 28%. We just helped a sales team have their best month in history by showing them where they wasted 50% of their time by identifying leads that have an 85% chance of not converting. This way they can just spend more time on leads that do convert, and we just helped another company find 1.3 5 million in extra revenue by simply fixing a leak in their follow-up process. You see, I tell you this because constant improvement is a mindset– a mindset where you’re always looking for ways to make better decisions and get more out of everything you’re already doing. So you have a more efficient and a more effective company. Remember: plan, do, study, and act.

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