A deeper understanding of your prospects
A defined sales process clearly outlines the buyer persona (BP) and the ideal customer profile (ICP) for prospective buyers. This helps salespeople understand whom they should be talking to, rather than waste time in all the leads they come across.
Get more qualified leads
When your salespeople can weed out the leads who are less likely to buy, they will be able to engage with and qualify the right prospects. Focusing efforts on prospects who are likely to close not only reduces the sales cycle but also justifies your salespeople's time and efforts. CRM software with AI lead scoring further helps them by ranking the leads based on their engagement with the product and the salesperson.
Always stay on course
Prospects need to hear from you an average of seven times before they decide to make a purchase. But in reality, most salespeople don’t have a follow–up plan. Sometimes, they follow-up once, probably twice, and when they don’t get a response, they move on to the next prospect—this inconsistency results in opportunities slipping through the cracks.
A sales process with a winning sales cadence strategy reminds your salespeople when and how to follow-up with the prospect. This keeps alive the prospect’s desire to make a purchase.
Utilize the right talent
With the sales team following a standard sales process, you will gain insight into your salespeople's performance along every step of the sales process. For example, you'll know the number of emails sent out by a salesperson, the metrics associated with it (open rate, click rate, and bounce rate), number of dials, the calls to conversation rate, and so on. This not just tells you who is sending out the best emails and having engaging phone conversations, but also who needs help in those areas.
If you are using a CRM software that allows you to save email templates, you could repurpose the best emails and share it with salespeople who need help with their outreach.
Move deals seamlessly by understanding bottlenecks
Each salesperson should be accountable for sticking to the sales process and guiding the customer through a sale. With a sales process in place, you gain insights into stalled deals. A sales process not only tells you what but also the how and when. So, you can analyze bottlenecks and figure out how each bottleneck can be tackled.
Forecast accurate numbers
Having a clear picture of where each salesperson is in the sales process allows you to forecast revenue more accurately. With a highly functional sales process, your salespeople can keep your sales funnel full, ultimately boosting your revenue.