Sales process mapping is one of the most helpful visualization tools sales managers can use to see a clear notion and the delicacies of each step. This helps you understand the true flow of your sales process in a structured manner.
This allows executives to find gaps and other challenges in their sales results. Establishing sales territories can also help companies define their sales methodology and improve the steps in the sales process.
Sales mapping tools can help companies find solutions that will produce better results.
What is the sales process?
Before we start mapping out the steps in the sales process, we must first determine what they are.
The sales process mainly refers to the steps a sales professional takes from finding a salesperson to closing a deal with a customer. By structuring the sales process, it will be easier for sales reps to turn leads into closed customers.
During the process of purchasing a product or service, the sales representative makes decisions according to the system created by assigning the correct sales job.
The sales process consists of five steps:
Prospecting – Lead generation occurs at this stage when the sales team is looking for leads to help with the sales process. Sources can be from online searches, attending networking events or conferences.
Initial Connection – The sales agent then goes through the compiled list of potential customers and establishes initial contact with these people. This is where the decision is made to proceed with the sales process steps for each prospect.
Research – Once the company’s products or services have been identified according to the prospect’s needs, sales representatives begin researching to create a more consistent sales experience for customers.
Presentation – The presentation must be made from a more serious perspective as a result of a study of the client’s needs. The sales team shouldn’t introduce new customers as this can be a waste of time for both parties.
Closing – All activities that help close a transaction are included in this step. This step is complemented by a signed contract or payment that is mutually beneficial for the trade organization and the customer.
Ways Sales Mapping Can Benefit Your Sales Team
- Sales Mapping Can Help You to Measure Performance
- Boost your Sales team
- Pick out Hidden Insights
- Delegate Work More Effectively.
- Helps to Save Time.
- Boost Collaboration.
Tips for mapping out your sales process
- Use buyer journey as a reference:
When mapping the steps during sales mapping, it is best to use the customer journey map as a guide. This way, your sales team will be matched with all the leads needed during the sales cycle.
Each of your prospects may have different requirements for each step. Therefore, you should take this into account when mapping out your sales process.
- Involve everyone in the sales process:
Ask yourself this, Is your sales team the only department involved in the organization during your sales cycle, from sales search to customer loyalty?
Of course not, right? For this reason, you need to involve other stakeholders in sales mapping.
To produce truly accurate sales attribution reports, make sure you connect with everyone you engage with throughout the sales process.
- Make sure the steps are not too specific or too vague:
When you design the steps for your sales mapping experience, make sure you don’t focus too much on the smallest details of the sales process. To get a good overview of your sales mapping efforts, you need to be able to see the big picture rather than getting lost in the details.
Also, don’t make the steps too ambiguous. Otherwise, no one can know exactly what to do at a particular step on the map.
- Define the sales process, not the other way around:
Rather than trying to adapt your sales process to a certain type of map, don’t simplify your sales process just because you think it’s too long or too short. Right in your judgment.
Your sales mapping efforts are made in such a way that you can see things as objectively as possible. Changing your sales card to fit the process you want isn’t helpful.
- Use a sales mapping tool to make it more efficient:
There are many ways to map your sales process more efficiently. One of them is the integration of sales mapping software.Process mapping tools can help you determine which actions are driving better sales and which still need improvement.Additionally, you can use a process mapping tool to better track key metrics to get a better picture of your sales process.You can quickly create a sales structure for your team. I hope you took the time to map out the sales process.
Vist our Sales Enablement Training Service
Visit our youtube channel to get more insight on B2B sales and on digital marketing
