Lots of company’s think of sales process as being a sales technique, such as spin selling, solution selling, push selling or similar kinds of strategies. But in fact, a sales process is completely different than that. A sales process is something that every good company needs to be able to define and master in order to boost their sales performance and accelerate their overall top line growth. Sales process really becomes, by definition, repeatable and scaleable sequence of events that yields to consistent sales results.
Sales process is broken down into a number of different aspects...especially, delineating the type of selling model? In other words, is your company’s selling model transactional? Is it enterprise? Is in consultative? Those are probably the three most common sales models.
In addition to that, the sales process typically defines the actual sales work flow as it relates to movement of prospects through the sales pipeline from prospects, to being qualified, to being fully developed and then to closing the sale. A sales process will typically provide a work flow which includes a process map and a break down of the definitions of different stages of the sales process as it relates to sales forecasting and probabilities. And typically, these tools are put together and automated into a CRM system, customer relationship management system that will allow a company to actually automate the work flow using CRM tools such as salesforce.com or other leading tools.