4 STEPS TO RESTRUCTURE YOUR SALES PROCESS.IN YOUR CAREER, YOU MIGHT HAVE TO RESTRUCTURE SALES PROCESS.

HOW TO RESTRUCTURE YOUR SALES PROCESS.ISN'T SALES A CASCADE OR SEQUENCE OF ACTIVITIES THAT LEAD TO OUTCOME.

DETERMINE KEY SALES ACTIVITY.

SALES ACTIVITY. REASULT

Call Prospect receives the call.

Schedule walk-in Prospect visits Center.

Have career related discussion Prospect evaluates job options

THINK ABOUT IT THIS WAY.

• What does it take for the first step of the buyer's journey? An inside sales person has to pick up the phone and call that prospect. Do this with every step of the process.

BREAK DOWN YOUR SALES PROCESS INTO METRICS.

Sales activity Sales KPI

Call leads Calls

Ask for conversations No. Of conversation which is 2 mins plus

Schedule walk-ins No. Of walk-ins

SALES KPI ARE MIX OF TWO DIFFERENT TYPES OF MEASUREMENTS:

• Short term goals: KPI that are controllable right now. If changed, they can affect future results.

• Long term goals: KPI that are long term and is dependant on achievement of short term goals like amount of order closed.

A GOOD FORMULA

• Assign 3 short term goals ( activities) and 1 long term ( result) KPIs to each person.