It is normal for companies that start investing in digital marketing to end up “stalling” when it comes to sales. Marketing is working and generating opportunities, but companies do not know how to work with this customer.
With this in mind, we have developed a complete post on how to structure your sales team and improve its performance. Let’s check it out!
Who needs to structure the sales process?
Everyone needs to structure the sales process. For a company to function well and not miss sales opportunities , it needs to organize this process.
This step can raise doubts sri lanka telegram data for many people. We, at Mestres do Site, have also been through this situation – and that is precisely why we decided to create very complete content for you.
How do sales opportunities arrive?
Basically, there are three ways for sales opportunities to reach you. Let’s talk about each of them!
Inbound
In Inbound, the customer comes to you, not the mobile lead other way around. In other words, it happens organically.
Within this strategy, you can attract potential customers with blog posts, social media posts and referrals, for example.
In Outbound, you go after your customer.
This can be done with advertisements on digital platforms and phone calls, for example.
Y-Funnel
Sales Team, How to structure your sales team
In the Y-funnel, as you can see in the image, there are opportunities coming from Inbound and Outbound Marketing, which can turn into potential sales.
It is super important to analyze your business and look for ways to work on these two strategies: inbound and outbound.
SEE ALSO: Paid Traffic or Organic Traffic: Which is Better?
Sales processes and structure
When setting up the sales process and structure, it is very important to understand two things: what you sell and who you sell to.
This will determine how you will sell your product or service, whether your process is simple or complex.
It is worth remembering that you may have products or services with a simple sale, which can be made over the phone, and others with a sale that requires a more complex process, such as scheduling a meeting, sending a presentation, etc.
To make it easier to understand, this is basically the simple sales process:
Sales Team, How to structure your sales team
Complex Sales
Remembering that these are just examples, the processes do not need to be exactly like this.
The steps of the process
When we break the process down into steps, it is important that you understand that each step needs to have a specific objective. There is no point in creating steps without an objective.
Another very important thing is to create a playbook for each step. But what is that?
In general, the playbook is a document that provides a basis for salespeople’s arguments. In other words, it contains information, objections, everything ! It allows you to assess whether the product or service in question is really the solution that the prospect needs.