Many small businesses grow and thrive over the process of several years. While only 30% make it past the 10-year mark, those that do are defined by several concrete variables. They have a good understanding of their markets, solid business plans, and a sales process map that allows for consistent income.
Here, we’re going to discuss the ins and outs of sales process mapping. Read on to learn the benefits of this activity and how you can map processes successfully.
What Is a Sales Process Map?
A “sales process” is a set of pre-defined steps that will give you a specified outcome. The outcome must be predictable. The steps also must be repeatable so you can reach the outcome multiple times.
Standardization is key to sales process mapping. Each step needs to be identified clearly, as does the methods one can use to repeat it.
A sales process map is created when sales teams go through the sales process they currently use. They assess information from all workplace departments and historical sales data. Then, they create a standard, easy-to-read visual representation of the processes.
This map is similar to a sales process flowchart that breaks down complex processes into smaller steps. However, maps are more detailed because they come with timelines. Creators and their colleagues can see the exact length of time it takes to complete each step.
The Benefits of Mapping Your Sales Strategy
Sales mapping lets you predict future sales accurately. The act of mapping out the process forces you to collect useful data on what products sell most predictably. You’ll learn how much revenue you generate from multiple sales channels and products.
This means that you can accurately forecast future income and revenue. You’ll be able to create better sales plans and budget more effectively. You also will have real information about what products and services to focus on if you want to boost sales.
Consistent Sales Efforts
Making sales can be challenging and unpredictable. Market fluctuations can cause huge spikes and dips in revenue. This is especially true for businesses offering seasonal products, whether they’re retail eCommerce shops or manufacturing facilities for the items they sell.
Process mapping lets you standardize steps that make sales a success. Your team won’t be left to flounder or come up with ineffective methods to sell goods and services. This is true regardless of what the product is and who the target market for sales consists of.
The main goal of a sales process map is therefore to give sales teams a clear methodology for closing. They’ll have a clear-cut, easily-repeatable recipe for success and profit.
This also lets you measure the performance of team members more easily. You can assess everyone by similar standards and accurately find ways that each member can improve. Performance reviews will be more effective when you use real data to suggest ways to improve.
A More Transparent Process
Sales maps don’t just help close sales with consistent methods. They also make the process of making sales more transparent. This lets your sales team easily communicate with other departments like marketing for a better collaborative effort.
Marketing campaigns will know about common buyer values and pain points. They’ll get this intel from sales reps who talk with clients regularly and integrate these values into their sales strategy. They’ll be able to pilot marketing campaigns that are better tailored to the target market.
Customer service teams can also integrate well with sales. When they learn the exact steps each salesperson went through to close deals, they can accurately determine where things went wrong for the customer who calls them with questions. This means resolving issues faster for better customer service.
Saving Money (and Boosting Profits)
A sales process map can therefore help you optimize your business. These techniques can save you 10% or more on future operations – after all, 21% of companies have already saved this money. Plus, since only 4% of businesses monitor and manage their sales processes, you’ll set yourself ahead of competitors.
This makes sense logically. Consider how long it would take sales professionals to come up with their own roadmaps to closing. Some of those methods would also be trial-and-error that doesn’t pay off.
A sales process map saves time with clearly outlined steps. They’ve already been test-driven and backed with real data to ensure success. This means more sales, faster profits, and efficient use of time.
Creating a Sales Process Map
To map your sales process, it’s critical that you first establish clear objectives.
You may want to boost your sales by a certain number of percentage points. You may want to sign on 500 new clients or retain 10% of existing ones. Perhaps you want to make 5% more sales on a specific product that you’re looking to expand with.
Knowing this ahead of time can help you stay goal-oriented.
Once you have a clear goal, loop every party involved in your sales process into the creation of your map. Your sales team is likely going to be the biggest player, but marketing departments and IT teams also are stakeholders. They play a role in selling products and retaining customers, which means they’ll have additional insight.
Then, it’s time to use data to learn more about your processes. Analyze the steps that your most successful salespeople go through when closing deals. Create a buyer persona so you can understand exactly what will drive conversions from them.
A Salesforce partner can help you collect, assess, and implement data.
Write out your easy-to-read map based on this data. Use visual content like colored charts and images to make it simple to interpret. Make sure that steps are specific and actionable so that your team knows how to make real-world accomplishments.
Close Sales the Right Way
Now that you know the basics of what a sales process map does, it’s time to get started. Our team is committed to guiding clients through the process of growing their businesses. We partner with Salesforce to give you expertise and long-term assistance with web design, process mapping, and consistent sales.
Contact 6Street Digital to ask any lingering questions you have and begin the process of growing your profits.