3 Steps to Improve your Sales Management Process

Jul 12, 2018

How long it takes you to move a company or individual from prospect to customer? If you know this you can manage your time more effectively and prioritise your sales activity better.

First and Foremost: Where is Your Greatest Revenue-Generating Activity?

This also tends to be where you’ve spent most of your time, developing the sale and providing solutions and creativity to your prospect. The last thing you want to happen is for this lead to go cold or to lose these prospects to competition after all the work you’ve put in, so these sales are the ones we want closed as a priority.

If you're not sure who falls in this area, use the following as a guide:

  • You and your prospect have agreed to the terms and conditions of the sale, and they have an agreed budget.
  • The decision-maker of the sale has agreed to the time frame to begin the business project
  • The contract is drawn up and ready to be signed

Second: Qualification Time.

Ensure that you move anyone who is your sales process and has shown an interest to the next level of commitment to buy. These are likely to be prospects that you've met face to face or talked with over the phone. You’ve also uncovered that they have a need for what you sell and have the budget to purchase it. This is a potential strong intent to buy not casual interest.

Third: Conversion Activity.

At this stage you’re likely to be creating proposals, providing demos, free trials runs and discussing final proposal details. This is where you move your best prospects from the secondary priority into the final stages of closing the sale.

How to run your week with results:

Run your sales process by first closing all the opportunities that you’ve been developing in the first category. Then qualify all the new opportunities. Third, move each qualified opportunity into the final stages of your sale. Focus your efforts in this way before any other work and you’ll have a sales process that consistently delivers results!