How much did you sell last year?

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You can also think of the stages of your sales process as a journey in which you must:

Reach your potential customer - Generate empathy - Raise awareness - Gain trust - Allow them to try - Help them buy

The Reaching stage is equivalent to the Prospecting stage. Empathy can be achieved by finding a common interest. The Awareness stage is the diagnostic stage: you want the prospect to reflect and clearly define their problem. To gain trust, you explain your proposal to the prospect, including the benefits and guarantees. Then, you must allow them to try your solution so they decide to buy.

The steps of generating empathy, raising awareness, and gaining trust are very important. If they're not done correctly, the chances of closing the sale are reduced.

It's very important that you complete the steps in your sales process in a timely manner. The last thing you want is to seem like a desperate salesperson trying to convince a customer as quickly as possible. Don't you hate it when you ask for information about a product and the salesperson suddenly tries to close the sale? Without even bothering to understand why you're looking for that product!

You're creating a sales process to guide your prospect through their purchasing decision and help them solve a problem. Don't try to force them to buy at the first stage.

You should tailor the stages to your specific situation. Perhaps some are more complex and you'll need to divide them into several phases. To stay organized, create a sales funnel that serves as a visual reference for each stage.

Define your global sales goals
The second step in creating an effective sales process is defining what you want to achieve with it.

To define your global sales goal, consider:

Of these sales, how many were to new customers and how many were to existing customers?
Consider your growth expectations. Analyze how much your sales must increase to achieve them. Identify which performance indicators need to improve. Define specific objectives for each stage of female database your sales process to achieve your overall goal.

Analyze your KPI data
KPIs, or key performance indicators, will help you extract relevant data from your sales. The data from your KPIs is the raw material for adjusting objectives within your sales process.

One of the most practical tools for organizing your data is a CRM that includes sales KPI dashboards . It will also serve as a visual framework to help your sales force understand their goals and how to achieve them.

The CRM dashboard allows you to access and update information much more easily and quickly than traditional tools (spreadsheets, logbooks, PDFs, etc.).

KPIs are typically measured weekly, monthly, and annually. This allows you to predict sales performance and determine which stages of your sales process need more attention.