Sales as a Process

By treating sales jobs and sales as a process using definable milestones against a timeframe sales people are able to structure their approach to sales and turn it in to a process. The purpose of treating sales jobs and sales as a process is so that repetition development will kick in and the sales process is then refined through understanding by sales people. By understanding and appreciating customer needs and wants sales people can then work with a sales pipeline to ultimately achieve their goals within their sales job.

Undoubtedly one of the most important things in any sales job is a detailed understanding of a product. When a sales person fully understands the product only then can its benefits and true potential be realised. Sales jobs invariably require a sales person to apply their knowledge and understanding before proposing a suitable solution. The rigidity within any sales process is determined by a lack of knowledge and understanding of the product which leads to a blindly followed sales process. Such as when playing football the goals and pitch merely act as the setting for the events to take place a sales process provides sales people with boundaries to operate within. How the sales person chooses to operate within their environment in terms of recognising milestones and working to achieve maximum productivity dictates their success within any given sales job.

Invariably there are multiple protagonists within any sales process and sales people need to understand where their sales job both starts and will end. Determining responsibilities is key as the completion of an initial sale transaction in most B2B (business-to-business) instances is the commencement of an account management process for the sales person, whilst in the retail environment it is perceived as a one-time deal. Understanding the one-time deal view point in either environment is a short sighted approach because relationships and ultimately rapport is built between individuals. From the first sale to the complaint, an opportunity exists to build relationships when working in sales jobs. Sales processes invariably must include this appreciation of relationships and it is the responsibility of sales people to get the very best out of different circumstances.

Irrespective of whether your sales job is selling software solutions to pharmaceuticals or trainers to Joe Bloggs, the sales process should be approached with enthusiasm and the future in mind. Invariably it is those companies with sales people that seek to build rapport that will be successful.