How to Restructure Your Sales Process to Optimize Your Sales Team
As professional service firms go through significant changes or a decline in revenue, you may consider restructuring their sales processes to improve the situation. Perhaps your firm is growing and rethinking your sales process seems like the right next step to compete in new markets. Or, your firm may be struggling with decreased revenues and missed budgets since the start of the COVID-19 pandemic.
Whatever your reason may be, one of the most employee-friendly ways to optimize your sales team is to restructure your sales process, not your teams. By taking a closer look at your sales process and instituting a proven & repeatable sales process, you will increase productivity and overall profits.
At Sebastian Lane Consulting, we work with our clients to understand their business methodologies and goals to optimize their sales processes. During our engagements, we help them implement a proven & repeatable sales process to optimize their success and achieve their goals—without interrupting their day-to-day operations.
From our perspective, restructuring the sales process is an exciting opportunity to achieve your goals and optimize the success of not only your business but your valued sales professionals.
Without further ado, here is how to restructure your sales process to optimize the success of your sales team:
Identify the problem. Is your revenue lower than anticipated for this quarter? Are your sales professionals missing out on new business opportunities? Or, are you growing and finding it difficult to manage onboarding new clients? Whatever the problem is, it is important that you identify what needs fixing and assess the situation. At Sebastian Lane Consulting, we always start with our Sales Best Practices Assessment to benchmark your sales process and identify the problems at hand.
Determine the root of the problem. You need to understand the root of the problem in order to fix it. Are your sales professionals underperforming because they lack confidence in your sales process?—Do you even have a sales process?
Decide on what you want your sales process to accomplish. Now that you know the problem and the root of it, pinpoint what the overall goal is of restructuring your sales process. Are you looking to increase revenue, improve efficiency, or retain more satisfied sales professionals? Once you have the goal in mind, you are ready to start making strategic changes and measure your results.
Work with an outsourced sales manager to make strategic changes to your sales process. At Sebastian Lane Consulting, we work with our clients to determine the best way to restructure their sales process to achieve their goal and help them implement the best solution.
Lean on your Outsourced Sales Manager to lead with confidence and inspire your sales process. People are inherently wary of change and look to their leaders for how to respond to these feelings of uncertainty. It is vital that your Outsourced Sales Manager leads your sales process with confidence and inspires your sales professionals to perform at their best. An Outsourced Sales Manager will motivate your sales professionals by having a clear vision and reassuring them this restructure will optimize their success.
Analyze the results. The only way to know if your new sales process is a success is to analyze your results. Have you solved the problem? Did you achieve your goal? If the answer is yes, congratulations! If the answer is no, it is time to reconsider what alternative solutions will optimize the success of your business.
At Sebastian Lane Consulting, we empower professional service firms to convey their expertise confidently, comfortably, and effectively through our proven & repeatable sales process. To schedule your free initial consultation, call our office at 443-534-6783 or email us at jesse@sebastianlaneconsulting.com. Our top priority is to provide value for your business, which is why we provide 30-day partnerships instead of binding contracts.