Last Updated on June 2, 2024 by Dave Schoenbeck
Hundreds of sales experts opine at great length about the most impactful tips and tricks to ensure sales success. Most of them have great techniques that small business owners can learn from. However, what is usually overlooked is more fundamental and not glamorous. Instead, I encourage you to start with designing a small business sales process. Believe me….this is the place to start.
What is a Small Business Sales Process?
A small business sales process is an organized, well-thought-out list of sequential steps every salesperson should follow. The goal is to ensure that every suspect and prospect experiences the same “touches” in the same way the owner has derived from successful past sales.
The beauty of a documented sales system is that it allows the business owner to step away more often from the sales role to work on strategy development. If that sounds appealing, pay attention.
- Step 1: Write down the specific sales steps that have proven to be successful in the past. Be sure to include a list of inbound leads and prospects and another for outreach prospects.
- Step 2: Have another experienced salesperson or your coach/mentor look for gaps that should be included.
- Step 3: Convert the written steps, or milestones, to a flowchart.
- Step 4: Focus on the prospects noted as undecided and develop a multi-week “drip” campaign to bring them closer to you.
- Step 5: Plan the time intervals between your drip outreach steps and the undecided.
- Step 6: Design the specific collateral sales materials to convey your message effectively.
- Step 7: Redraw your small business sales process flowchart to include steps 5 & 6.
- Step 8: Select a simple CRM tool that can incorporate your sales process and allow you to monitor the progress carefully.
- Step 9: Put your plan into action by training your sales team and then closely watch their activities.
I hope you have fantastic success with your new small business sales process. If you need more ideas to optimize your business, click here and read my other blog posts.
Coach Dave
