All types of businesses have one thing in common, they need to sell something. And, this is where processes play an important role. Processes in sales performance management should match with buying processes and generate revenue. Moreover, sales performance management requires methodical planning, strategy development, and measured execution to create a significant impact on results.
In sales performance management, salespeople recognize they are in an overall process that responds to buyers’ behaviors. Therefore, processes are important. But, consider that some factors will make processes move differently.
A good point for starting a sales performance process is to create opportunities by identifying prospective buyers. Moreover, this process could be done in coordination with the marketing team. Marketing plays an important role in stating sales processes.
With newer ways to acquire customers, social networking and technologic business tools, sales performance management processes should adopt. Plus, processes help salespeople approach prospects and trigger a sales opportunity.
Selling and buying processes divide into areas according to the stage of the opportunity development:
Processes turn a company into something methodical and organized to implement sales performance management strategies. This adds formality to your sales force. Thereupon, every company needs to invest time in the understanding of the who, what, when and where the prospective customers are in the buying process. And, having a sales performance process will have a positive impact and increase sales awareness.
Altogether, don’t forget to be methodical in your sales performance management approach. As a matter of fact, this will help your salespeople in problem-solving. Trace a path to keep things in order and satisfy the prospective buyer by following the general sales performance management processes.
Waters, Henry C. Sales - What A Concept! A Guidebook for Sales Process Performance Improvement. 1st ed., SW Consulting, 2011.