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Sales Management

How to Design a Customer Centric Sales Process

6 min
Average Score

Jacco van der Kooij

Founder, Author & Sales Mentor

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In the world of sales leadership, creating an effective sales process is pivotal to success. This session will delve into the art of designing a sales process that can transform your team's performance and drive revenue growth.

Breaking Down the Sales Process Framework

Understanding the foundational framework of a sales process is the first step towards building an efficient system. In this video session, the speaker outlines the stages every sales process should encompass:

  • Prospect
  • MQL (Marketing Qualified Lead)
  • SQL (Sales Qualified Lead)
  • Commitment
  • Live
  • Recurring Revenue (MRR)
  • LTV (Customer Lifetime Value)

These stages provide a roadmap for your sales team to follow and streamline their efforts effectively.

Defining Key Sales Processes

Within each stage of the sales process, there are specific sales processes that contribute to success. Let's explore some of these processes in detail:

Prospecting: The Art of Finding Leads
  • Outbound: Reaching out to a wide audience.
  • Inbound: Attracting leads who come to you.
  • Target (ABM - Account-Based Marketing): Focusing on a select few key accounts.
Marketing: The Foundation of Sales
  • SEO (Search Engine Optimization): Enhancing online visibility.
  • Content: Crafting compelling stories and content.
  • Nurturing: Building and maintaining relationships with potential customers.
Sales: Guiding Leads Towards Commitment
  • Discovery: Uncovering prospects' needs and pain points.
  • Demo: Demonstrating your product or service.
  • Proposal: Presenting a solution tailored to the prospect.
  • Trade (Not Negotiation): Encouraging a mutual commitment.
Onboarding: Ensuring a Smooth Start
  • Pre-boarding: Technical evaluation of the solution.
  • Onboarding: Guiding customers through the initial setup.
Achieving Impact: Securing Customer Satisfaction
  • Problem Resolution: Addressing issues promptly.
  • Offboarding: A last resort for unresolved problems.
Growth: Expanding Opportunities
  • Renew: Continuing with the same solution.
  • Upsell: Offering more of the existing solution.
  • Cross-sell: Introducing new solutions to new customers.

Creating Your Sales Process

This session provides you with a valuable tool to create and visualize your sales process. Hang a poster of this framework in your office to encourage team collaboration and alignment. Having a shared visual reference helps in problem-solving and decision-making.

External Reference Links and Backlinks

For additional insights into designing an effective sales process, consider exploring these external resources:

Conclusion: Watch the Session to Dive Deeper

Designing a sales process is not a one-size-fits-all endeavor. It requires careful consideration of your business model, target audience, and product or service. To explore how to optimize each stage of your sales process and achieve remarkable growth, watch this insightful session.

Watch this session to learn more about designing a sales process tailored to your organization's unique needs and goals. Unlock the potential for success in sales leadership.

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Our expert-led video sessions simplify complex sales concepts into easy-to-digest 5-15 minute videos for better retention.

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Test Your Understanding

After each session, there will be a quiz to test your understanding and help you improve on any areas that need more attention.

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Evaluate and Grow

Get progress snapshots after each quiz to track your improvements and achieve your sales mastery goals.