Sales Process By One of the Leading Sales Consulting Companies in India
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Sales need not feel like the wild wild west
Sales are often seen as an unpredictable, hard to manage, low visibility function in early-stage organizations. So much so that most organizations and sales leaders are convinced that this is the norm and this is how sales always are.
On the other hand, we have several examples of large organizations routinely and reasonably accurately predicting their revenue numbers in a more complex environment. While a larger base does help predictability, that’s not the only reason larger organizations manage their sales better.
Established large sales organizations do not necessarily have better salespeople than others. They just have a better sales process.
Sales leadership teams and sales strategy consulting firms at startups can make quantum improvements in their sales predictability by investing in sales processes & systems.
It’s not your sales team that is at fault
Quite often, the sales team is prematurely held responsible for all issues in sales performance. It is assumed that they either lack the skill ( ability to convince customers of the value proposition) or they lack the will (willingness to put in the requisite effort). Even sales consulting firm in India unduly focus on sales activity like meetings & calls over progress. This is why outsourcing to a demand generation company is very important to get targeted strong leads and sales.
Interventions by internal teams, sales consulting companies in India, and trainers to enhance sales skills show a marginal improvement in sales performance. These organizations continue to face the following sales issues:
- High voluntary or involuntary churn in their sales team
- Few high performing salespeople (<10%) achieved target while the rest routinely
- Poor sales predictability & consistency
- Huge drop-offs in the initial stages of the sales funnel
- No clear identification of lost reasons.
Sales and marketing consulting firms suggest that we need to look beyond upskilling individual salespeople to make a difference in sales outcomes.
To know about Sales Consulting Services
Reorganization of the sales team and redesigning the process can achieve more than individual salesperson upskilling.
As a sales consulting company in India, we believe that sales is no longer merely about pitching face to face to a client. Buyer behaviour is changing significantly.
Buyers today prefer to access information and educate themselves by connecting with your product across mediums before they meet your sales team.
| Buyer Stage | Curious | Interested | Active | Committed |
|---|---|---|---|---|
| Key client concerns | Is this relevant for me? | How does this work? | What are the options? | How do I move ahead? |
| Traditional Buyers | ||||
| Interaction with Salesperson | Moderate | High | High | High |
| Mode of interaction | Call or email to company Company brochure/ Presentation | In-person meeting with the sales rep | Sales pitch or demo | Commercial proposal and negotiation |
| Modern Buyers | ||||
| Interaction with Salesperson | Low | Low | Moderate | High |
| Mode of interaction | Online research Company website Company blogs | Testimonials Case studies Explainer videos FAQs | Online demo Free trial User reviews Comparison websites | Feature ranking & comparison Customization In-person or online meeting to clear doubts |
According to sales strategy consulting firms, sales processes need to cater to this fast-evolving buyer behaviour. Experienced sales leaders and some of India’s best sales consulting firms have understood and incorporated this in their sales process.
Successful sales processes ensure buyer questions and concerns are answered at all stages irrespective of the mode of communication the client has chosen.
Organizations are increasingly investing in redesigning their sales system and sales process to cater to buying behaviour
Organizations are increasingly realizing the value of having the right sales process and system setup. They are moving towards a multimode and multichannel engagement model with prospects to ensure that buyers have a seamless experience
| Medium readiness | Content readiness | Buyer Stage readiness | Platform readiness | Engagement readiness |
| Call | Text | Concept videos | Website | Book a meeting |
| Video | Explainer videos | Youtube | Call back | |
| Image | Product videos & FAQs | Social | Chat with our executive | |
| Visit | Language | Case studies & Testimonials | Aggregators | Arrange a demo |
| Video conferencing | Operational manuals |
Organizations need to be flexible across these dimensions to ensure most prospects are nurtured through the funnel
We evaluate the sales system across 5 critical components to assess if the system is set up for success
Frequently Asked Questions
1. What do business sales consultants do?
A top sales consulting firm in India will have their Sales consultants typically start with the existing current sales process and identify gaps in that existing process. Typically, most top sales consulting firms in India will map out your sales funnel, identify the key drop off points and build a solution around it. The solution might include a change in organization structure, change in the process, change in sales reporting as well as change in hiring and training.
2. What skills should you look for in a sales consultant?
The primary objective of engaging the best sales consulting firms is to absorb industry best practices. This should help reduce your sales ramp up time and reduce the chances of failure. Sales processes are closely linked to two things. The first is the buyers that you sell to. A sales & marketing consulting company that has experience in doing this will be more valuable. The second is the stage that you are at and the size of your sales force. The complexity of the sales process to be adopted depends on these factors and is usually a balance between achieving speed and robustness in the sales process.
3. How can a sales consultant help your business?
Sales is a core function in any B2B business. For early-stage companies, sale is a process of establishing product-market fit. If your business is struggling with sales, it is best to seek help from a trusted sales and marketing consulting company. Typically demand generation companies take this journey as organization-specific. At this stage outside expertise in the form of a sales consulting firm has limited scope. Once the product-market fit is established, one needs to take their product to a larger audience in a cost-effective and sustainable way. This has been done successfully across organizations and one does not need to reinvent the wheel. Sales consultants from some of the best sales consulting firms can add value at this stage by drawing on their experience and implementing existing best practices so that you don’t reinvent the wheel.
4. What kind of people are part of a sales consulting business?
There aren’t many sales consulting businesses out there. Usually, people who have spent a significant amount of time running a large sales team are best suited to run a sales and marketing consulting company. There are two aspects to running a sales process. First, the person should know what works for a sales team. Sales teams are like a pack of wolves and one should know how to work with them. We call this sales muscle. Second, the person should be able to analyze the sales funnel and buyer feedback. She should be able to process sales funnel data and come up with actionable insights through offline channels as well as using online channels like LinkedIn for lead generation.
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