Sales Process Blueprint

Achieve Leverage Using The Science of Selling

The business of selling is both an art and a science. Salespeople may tell you that their success stems from their style and personal relationships, but such thinking does not achieve leverage for a company. Truly successful sales machines are built on repeatable formulas that can be taught to anyone regardless of their style or experience. While interpersonal skills can affect deal outcomes, it is the selling process— the science of sales—that drives results.

Develop and Document Your Sales Process

While many less experienced executives seek out the “big hitter sales reps” to drive their revenue initiatives, old pros understand that it is installed principles and and a solid process that deliver the best results over time. It is the process that coordinates all selling activity and develops a sales team that is fully under control at all times. Investing in a solid and well-understood sales process gives the company the best chance to deliver measurable, predictable, sustainable and continuously improving revenue results.

Stage One combines its experience with proven selling processes and adapts it to the unique characteristics of your organization to create your roadmap to sales success. Adopting the process roadmap:

  • Provides measurable, predictable, sustainable and continuously improving sales results
  • Builds a foundation for systems to capture data and enforce processes
  • Creates a detailed blueprint for building the sales function
  • Clarifies roles and responsibilities for sales team members
  • Speeds the training process for new hires
  • Presents a consistent corporate face to prospects and customers even when account reps change
  • Gives managers key indicators to monitor so they can take early corrective actions and increase deal close ratios

Include All Elements of the Sales Process

Stage One is adept at taking proven sales processes and molding them around the unique ways that your prospects buy and your organization sells. Each milestone from demand creation to buying decision is detailed with specific objectives, selling initiatives and buyer behavior. This removes any ambiguity in the minds of the sales team. It makes it possible for the entire team – from sales people to marketing and engineering – to understand their roles and critical responsibilities. It leads to predictable set of behaviors that can be easily tracked and measured, providing the management team with confidence that the right things are being done to achieve the company’s goals.

In defining the process, Stage One identifies and documents:

  • Clear milestones between getting a lead and closing the sale
  • Specific objectives for each milestone
  • Actions required, desired results and expected buyer behavior to reach the next milestone
  • Roles and responsibilities for each step in the process
  • Definition of a successful sale from both the buyers’ and the company’s perspectives
  • Blueprint of ongoing customer support and service to ensure buyer satisfaction

Eliminate the Need for Corrective Action

Driving your sales effort with an effective selling process minimizes the need to take corrective actions often seen in sales teams that are not producing expected results. The process roadmap provides a proven model for success that can be tracked and assessed every day, so sales managers get early warnings of problems and apply resources where required to secure important revenue opportunities.

The Stage One Sales Process Blueprint is designed to be your foundation for building a revenue engine that consistently meets objectives by keeping the entire selling team under full operational control.

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