3 Steps to More Effective Sales Operations


Share on LinkedIn

How can you improve the effectiveness of your sales operations? Stop spending resource on prospects who aren’t going to buy what you sell and can deliver.

It really is that simple. Spend all your sales time, and budget, on winning orders from customers who will buy, and be happy with what’s delivered. Walk away from the ones who aren’t going to buy from anybody, or are going to order from the competition, or are going to be difficult to please. Commit any spare time to finding more of the right prospects, and winning more share of customers’ total spend.

You’re probably thinking that’s too simplistic a concept, and impossible to achieve. And reasonably so, until you’ve understood the three steps to improving sales effectiveness. Here they are.

Sales Strategy

Your sales strategy needs to define which types of customers will buy from you, and why. Please note, this isn’t prospects who could buy, or might buy. It’s customers who will buy.

Sales Process

Your sales process needs to define how you’ll qualify the buyers ability to buy, agree the requirements or scope, confirm you are the vendor of choice, and agree commercial terms – contracts, prices, delivery, success criteria

Performance Improvement

Implement changes to both strategy and process, based on your learning from mistakes. Planning milestones based on the strategy and the process and reviewing actions and results, you’ll learn which parts can be improved, so the problem doesn’t arise in the future.

Learn More

These three steps are the basis of the Sales Probability Process Management concept. You can download the Tutorial now and start improving your effectiveness in sales operations straight away.

Republished with author's permission from original post.

Steven Reeves
Consultant, author, software entrepreneur, business development professional, aspiring saxophonist, busy publishing insight and ideas. Boomer turned Zoomer - thirty year sales professional with experience selling everything from debt collection to outsourcing and milking machines to mainframes. Blogger at Successful Sales Management. Head cook and bottle washer at Front Office Box.


Please use comments to add value to the discussion. Maximum one link to an educational blog post or article. We will NOT PUBLISH brief comments like "good post," comments that mainly promote links, or comments with links to companies, products, or services.

Please enter your comment!
Please enter your name here