Sales growth requires systemization

Growing a business is a constant concern for any leader who wants to keep their company viable and their team motivated. To sustain growth, it is necessary to have an effective sales team that can efficiently convert leads into satisfied customers. However, to accelerate the sales cycle and maximize the efficiency of the sales team’s work, the systematization of sales processes is essential. CentrixOne CRM is designed to help companies structure and systematize their sales processes in order to accelerate business growth. Here are some suggestions to help you systematize your sales processes to achieve your growth objectives. These are all processes we have implemented in our business.

The all‑in‑one CRM and marketing solution. Simple. Intuitive. Affordable.

1.

Capturing leads in a centralized database
The first key element of sales systematization is to be able to receive and onboard incoming leads in a fast and efficient way. This means having lead capture tools in place, such as an easily accessible contact form on your website, as well as a standardized lead onboarding process. This process should normally integrate inbound lead information directly into a centralized database, so that it is easily accessible for your sales team. Automation can also be used to create opportunities and follow-up tasks as soon as a new lead is registered in the CRM database.
2.

Predetermined qualification questions
The next step is to evaluate the quality of each incoming lead. This allows your sales team to focus their efforts on the most promising opportunities. It is possible to integrate qualifying questions into your web forms, and to automate some aspects of qualification with a lead scoring tool for inbound leads. When interacting with prospects, sales representatives should ask different questions and listen to what the customer shares, in order to qualify the opportunity. The BANT method, presented in a previous blog, allows you to ensure that the customer has the budget and authority to purchase your products, services or solutions, and that their needs match your offering. This method also requires you to check when the customer is considering making the purchase, and whether they have a compelling deadline (if their purchase is not timebound, your sales cycle may be delayed). Experienced sales reps generally know what questions to ask and how to direct their conversations with their prospects to provide useful information to the customer. New reps can benefit from learning from their experienced colleagues to develop this skill.
3.

Presentation tools by type of request
Once you have qualified a lead, you need to be able to present your products or services in a professional and effective way. To do this, you can use presentation tools tailored to different types of requests, such as videos, product sheets, PowerPoint presentations or similar tools. Ready-made tools and easily editable presentations will help you get into sales mode much faster.
4.

Sales pitch, based on understanding the needs
To maximize the chances of converting a lead into a customer, you need to have a deep understanding of their needs and motivations. This will allow you to develop a compelling sales pitch that highlights the unique benefits of your offer and addresses your prospect's questions and concerns. Over time, you will understand similar needs across all customers and will have a general sales pitch in hand, to which you can add additional ideas and information covering specific needs.
5.

Pricing or configuration tools
Once you've built a compelling sales pitch, you need to be able to configure your offer to your prospect's specific needs. Unfortunately, developing a quote can require the time and input of several colleagues, and these costs will have to be recouped in your selling price. To be effective, you will need to develop internal solution configuration and pricing tools that you can use to prepare your pricing and validate your actual profitability. These tools will allow you to quickly propose an offer adapted to your potential customer's needs.
6.

Standardized proposal and quote
When your client is ready for a proposal, make sure you can produce it quickly. Develop a standardized proposal (using templates) that can be quickly and easily customized for each prospect. This saves your sales team time and allows them to focus their efforts on the most important aspects of each sale.
7.

Email templates for sales initiation and follow-ups
Another important tool for systematizing sales is the use of email templates. These emails can be prepared in advance to speed up the pace of communication with prospects. Introductory emails can include a standard response to an inquiry or request for quote. Follow-up emails can include links to case studies, testimonials from other customers, or additional product information that is relevant to the customer. These emails can be sent automatically at specific times, saving time and speeding up the sales process.
8.

CRM System
The CRM (customer relationship management) tool is a crucial element of sales systemization. It allows you to centralize contacts, create web forms, enrich the customer card to facilitate segmentation, track opportunities, collaborate with team members and know where leads and customers are in the sales process. It also helps prioritize and coordinate the team's sales efforts and facilitates communication between team members.

Contacts

The centralized database in the CRM tool allows to store all information about leads, prospects and customers in one place. This makes it easier to understand customer needs, track the sales cycle’s stages and ensure that all team members have access to the information they need.

Forms

Web forms are a great way to generate leads. They allow prospects to provide information about their needs and interests, which can then be used to personalize sales communications. Forms can be integrated into the company’s website or sent via email.

Segmentation using the customer card

Customer records are the place to document all interactions with customers and prospects and their specific information. They allow you to segment customers and leads based on criteria such as their industry, budget, specific needs, etc. This segmentation can be used to personalize sales communications and target sales efforts.

Opportunity tracking

CRM allows you to track where prospects and customers are in the sales pipeline and track opportunities in real time. You can easily create reports and dashboards to help manage them. It also allows the sales team to focus their efforts on the most promising and imminent opportunities.

Collaboration

The CRM tool allows different internal resources to document their interactions with customers and prospects, allowing the sales team to work in a more coordinated manner and share information.

Lead management

The CRM tool allows you to document interactions with leads, track them through the sales pipeline and target sales efforts to the most promising leads.

Customers

Finally, a CRM is also a highly valuable tool for customer management. By keeping track of all past interactions and transactions, you can ensure that current customers are satisfied and that you are able to maintain a strong relationship with them. It can also help you identify cross-sell or up-sell opportunities, as well as contract or service renewal opportunities.

9.

Automation
Lastly, automation is a crucial part of systematizing your sales to accelerate your growth. From automated responses to initial inquiries, to scheduling appointments with your teams, to using automated email sequences to follow up on opportunities, there are many ways to automate repetitive tasks and save time for more important activities.

Fuel your business and sales growth with a all‑in‑one CRM for sales and marketing solution.

Accelerate your sales growth by systemizing your processes

Sales systemization is a key component to ensuring the long-term growth and success of your business. By using the right tools and systematizing each step of the sales process, you can reduce errors, save time and money, increase sales and revenue, and maintain a strong base of loyal customers. Take the time to review your current sales processes and identify areas where you can improve and optimize your sales systemization strategy. Need a robust and intuitive tool to help you? Consider CentrixOne CRM, which was designed by an expert sales systemization team.