Sales cycles have typical steps. Customer like to take certain steps to make a decision and salespeople take certain steps to make a sale or help their customers make good decisions. Salespeople can accelerate the decision process by strategically examining the sales cycles for opportunities to add efficiencies. The benefits of doing this exist for both salesperson and customer. Customers need solutions and making efficient decisions on which solutions to purchase must be in their best interest. Salespeople benefit from getting to a go/no-go decision sooner, also. They either get to start helping a customer or, at least, realize they aren’t the right solution and can move on to the next one sooner. I am not suggesting that anyone rushes through an important decision process, I am simply suggesting a regular examination of the sales cycles to look for ways to improve the decision process and begin solving problems faster.
To do so, first list out all the steps a salesperson and a customer make to get to go/no-go on your solutions. Jot down the timeline and if there are pre-requisite steps for any of the steps.
Now, carefully examine if there is an opportunity to:
- Consolidate any two steps into one step.
- Eliminate an unnecessary step altogether.
- Simutaneously conduct two or more steps.
List out the benefits to the customer for making the decision with this new sales cycle. Then, make sure that you and the customer are clear on the steps both would like to take to help the customer make an informed yet timely decision. Stay two steps ahead with both understanding what the steps are, who should be involved and what decisions they should be able to make along the way.
The sales cycle is an important process where important decisions are made. Running it as effectively and efficiently as possible is in everyone’s best interest and a salesperson’s responsibility. Enjoy accelerated sales cycles with this simple exercise.
This week’s Meeting to Win sales team meeting agenda is Consolidate to Accelerate. Sales Manager who subscribe to the sales team meeting agenda service will receive a 60-Minute agenda that will lead their teams through an examination of their own sales cycles. Each participant will leave with a new plan for one live deal in their pipeline. Join our subscribers by signing up to get your weekly sales team meeting agendas from Meeting to Win.
