Your sales process will define your sales results. Period.
It will either be an engine of growth or an anchor of doom that will drag down even the best marketing campaign.
Every company has a sales process that runs day in and day out, it's merely a question of whether or not it's a good one.
Join us for this tear down on what an effective sales process looks like from lead distribution to lead nurturing.
48. Lead
Arrives
Call #1
Do Nothing
If lead was not called
within 5 minutes
If lead has not been
called after 30 minutes
30
min
Assign Lead
Find Available Agent
Call
#2
Notify
Sales Manager
Lead
Answers NO
Reassign Lead
1
min
49. Send Confirmation email Send Email
Add to Follow Up ScheduleSchedule Reminder
Was Meeting
Scheduled?
Change Stage to Meeting Change Stage to Contacted
YES NO
Lead
Answers Leave Voice Mail
YES NO
Schedule In Person Meeting
70. And results are easier to assess and more objective than evaluating processes.
But managers often make the critical mistake of assuming that good outcomes
are the result of a good process and that bad outcomes imply a bad process.
Results are what ultimately matter...
In contrast, the best long-term performers all
emphasize process over outcome.
Michael Mauboussin
Author of “The Success Equation”