HTML tutorialThe Science Behind a Sales Process,
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The Science Behind a Sales Process
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Improve sales effectiveness with a well-defined Sales Process

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Proven processes and strategies to transform sales

Define a Sales Process that Fuels Sales Growth

If you want to supercharge your sales, you need to first supercharge your sales process. It’s that simple.

Your sales process underpins every aspect of your sales strategy, from the way your reps answer the phone to the way they close a deal.

Imagine increasing revenue by 20% (or more). Imagine reducing sales rep turnover and boosting staff morale. Imagine being able to quickly identify where a sales rep is going wrong so you can offer a solution without delay.

All this is possible with an effective sales process.

Want to increase sales by 20%? Develop a Sales Process

By exactly how much, you may ask? This is up for debate. Depending on whether you listen to Dave Kurlan (Objective Management Group), or the Harvard Business Review, you can expect to enjoy between 18-20% growth from a sales process alone.

Or, if you listen to SalesStar, you could enjoy even more revenue. According to Founder and Group CEO, Paul O’Donohue, SalesStar clients have achieved a phenomenal 37% of top-line growth.

“Research shows an uplift of around 18% – but our clients are growing by 37%,” says Paul.

“This is because they map out a sales process, provide continuous coaching and training around this process, and enable sales managers to hold people accountable to the activities they should be doing. When you have accountability and coaching around your process, you will see very, very strong growth within your company.”

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FREE SALES PROCESS eBOOK

Download our FREE eBook: Supercharge Your Sales Process

You’ll learn:

  • The first thing you need to do before creating a sales process
  • A five-step guide to developing an effective sales process
  • How a sales process can accelerate ramp-up time for new reps

  • Is the mindset of your sales staff derailing your sales process?

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Successful Sales Coaching

The first thing you need to do before creating a Sales Process

There’s often a sense of urgency, a desire to have the sales process up and running as soon as possible. This enthusiasm is fantastic, but it’s important not to rush just for the sake of getting started. Your sales process is the core of your entire sales strategy – it will influence how productive your employees are, increase accountability across the organisation, foster greater pipeline accuracy, and myriad other benefits. It will therefore take time to get right.

In order to develop a highly effective sales process, there’s one thing you need to do before you start putting it together. You need to explore how your target market is making buying decisions.

It’s one thing talking about a sales process, but did you realise that all clients have a buying process? Understanding the buying process is a necessary action for sales process success.

In fact, according to our research, of the 18% of companies that report a significant increase in sales, an impressive 82% had accounted for the buying journey in their sales process. 

The first thing you need to do before creating a Sales Process

There’s often a sense of urgency, a desire to have the sales process up and running as soon as possible. This enthusiasm is fantastic, but it’s important not to rush just for the sake of getting started. Your sales process is the core of your entire sales strategy – it will influence how productive your employees are, increase accountability across the organisation, foster greater pipeline accuracy, and myriad other benefits. It will therefore take time to get right.

In order to develop a highly effective sales process, there’s one thing you need to do before you start putting it together. You need to explore how your target market is making buying decisions.

It’s one thing talking about a sales process, but did you realise that all clients have a buying process? Understanding the buying process is a necessary action for sales process success.

In fact, according to our research, of the 18% of companies that report a significant increase in sales, an impressive 82% had accounted for the buying journey in their sales process. 

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The buyers journey is critical to a well-defined Sales Process​

So how do you map out the buying journey? Here are some questions to consider:

  • What trigger events (pain points) created a need for your products?
  • What pain points do you solve for your prospects?
  • Where do your prospects look for your services? For example, word of mouth, trade journals, blogs, websites, or networking events?
  • How do they find out about you and why would they choose you?
  • How can you get shortlisted when they are in the consideration stage?
  • What do your prospects base their decisions on? And how do they make decisions? For example, a lot of companies make decisions by committee (naturally, this will influence how you present your solution).
  • How do they like to be sold to?
  • Will your customers require a trial of the product or service?

Understanding your target audience’s buying process will help you to determine whether they qualify or disqualify as a potential lead.

You need to think through their whole buying journey, and then once you’ve mapped that out, you can start mapping out your sales process to match it.

Many business owners skip over the buying process reflection phase and rush straight into the ‘doing’ phase, in search of solutions and results. But it’s your ability to think deeply about your target audience that will deliver you the best outcomes.

The buyers journey is critical to a well-defined Sales Process

So how do you map out the buying journey? Here are some questions to consider:

  • What trigger events (pain points) created a need for your products?
  • What pain points do you solve for your prospects?
  • Where do your prospects look for your services? For example, word of mouth, trade journals, blogs, websites, or networking events?
  • How do they find out about you and why would they choose you?
  • How can you get shortlisted when they are in the consideration stage?
  • What do your prospects base their decisions on? And how do they make decisions? For example, a lot of companies make decisions by committee (naturally, this will influence how you present your solution).
  • How do they like to be sold to?
  • Will your customers require a trial of the product or service?

Understanding your target audience’s buying process will help you to determine whether they qualify or disqualify as a potential lead.

You need to think through their whole buying journey, and then once you’ve mapped that out, you can start mapping out your sales process to match it.

Many business owners skip over the buying process reflection phase and rush straight into the ‘doing’ phase, in search of solutions and results. But it’s your ability to think deeply about your target audience that will deliver you the best outcomes.

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Talk to SalesStar about establishing a succesful Sales Process​

For peace of mind that you are heading in the right direction, it’s a good idea to recruit a sales process expert.

Your sales process is far too important to ‘figure it out as you go’. Bringing an expert on from the beginning will ensure it gets off to a flying start, saving you time and money. The expert will also be able to ask you tough questions, leaving no stone unturned, so that by the time you enter the sales process development stage, you’ll be ready to refine your steps to perfection.

Talk to SalesStar about establishing a succesful Sales Process

For peace of mind that you are heading in the right direction, it’s a good idea to recruit a sales process expert.

Your sales process is far too important to ‘figure it out as you go’. Bringing an expert on from the beginning will ensure it gets off to a flying start, saving you time and money. The expert will also be able to ask you tough questions, leaving no stone unturned, so that by the time you enter the sales process development stage, you’ll be ready to refine your steps to perfection.

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