Your sales process will define your sales results. Period. It will either be an engine of growth or an anchor of doom that will drag down even the best marketing campaign. Every company has a sales process that runs day in and day out, it's merely a question of whether or not it's a good one. Join us for this tear down on what an effective sales process looks like from lead distribution to lead nurturing.

2. HOW TO DESIGN A KILLER SALES PROCESS
Thanks for joining us!
We’ll be starting in a few minutes
Jordan Muela
CEO, LeadSimple

3. www.LeadSimple.com

4. OUTLINE FOR TODAY
Step model for refining
your sales process5
WHY PROCESS MATTERS
+

5. Why
Process
Matters

6. The Average
Sales
Process

7. 50% lead quality
50% sales process
comes down to
$ALES

8. PROCESS
ELIMINATES

9. PROCESS
UNIFIES

10. PROCESS
EMPOWERS

11. PROCESS
DIFFERENTIATES

12. PROCESS
SCALES

13. PROCESS
LASTS

14. PROCESS
ADAPTS

15. “
”
When each step in the
sales process is handled
correctly, the close is
the natural conclusion.
- TOM SOMMERS

16. Your sales process will define
your sales results.
Period.
BOTTOM LINE

17. 5 SALES PROCESS
STEPS TO
A PERFECT

18. DOCUMENT
CURRENT
PROCESS
1

20. MOST
IMPORTANT
STEP

21. LEADS
LAST
15

22. Where did each
lead come
from?

23. How were they
distributed?

24. How was the
responsible
party notified?

25. How long did
that take?

26. Was the lead
emailed or
called first?

27. How long did it
take to make
the first call?

28. How did the first
call go?

29. How did the
second call go?

30. How many calls
did it take to
make contact?

31. How many
leads were
unreachable?

32. How many calls
and emails were
made?

33. How many leads
agreed to
meetings?

34. How many of
those meetings
were completed?

35. What forms and
files were sent
to each lead?

36. At what step in
the process
were they sent?

37. How many leads
were won or
lost?

38. What was the
reason for the
leads lost?

39. How were
followup actions
scheduled?

40. WHAT
WILL
YOU
FIND?

41. Could This Be Your Process?
YOUR AGENT

42. MAP
NEW
PROCESS
2

43. RULE 1:
ALWAYS START OFF BY
LAYING OUT YOUR
SALES STAGES.

44. INSERT SCREENSHOT

45. RULE 2:
ALWAYS CREATE
STAGE SPECIFIC
FOLLOW UP ACTIONS

46. Won
Meeting
Contacted
Document Library
Day 1 - Call in 5 Minutes
New
Day 1 - Send E-mail #1 (See Template)
Day 1 - Call after 30 Minutes
Day 2 - Call
Day 3 - Send E-mail #2 (See Template)
Day 5 - Call
Email Templates: 4
Email Templates: 2
Email Templates: 3
Email Templates: 1
STAGE + WORKFLOW + TEMPLATE

47. EXAMPLE:

48. Lead
Arrives
Call #1
Do Nothing
If lead was not called
within 5 minutes
If lead has not been
called after 30 minutes
30
min
Assign Lead
Find Available Agent
Call
#2
Notify
Sales Manager
Lead
Answers NO
Reassign Lead
1
min

49. Send Confirmation email Send Email
Add to Follow Up ScheduleSchedule Reminder
Was Meeting
Scheduled?
Change Stage to Meeting Change Stage to Contacted
YES NO
Lead
Answers Leave Voice Mail
YES NO
Schedule In Person Meeting

50. FOCUS ON
IMPROVING
ONE STEP
3

51. Image credit goes to Brian Balfour, VP Growth @ HubSpot who blogs at coelevate.com

52. Starting
Points...

53. Focus on driving down initial lead
response times. Start by
implementing tracking and then
move to add automation.
FIRST CONTACT

54. Create one significant piece of
sales collateral and then embed
it in your sales process so every
prospect sees it.
APPOINTMENTS

55. Start sending out automated
meeting reminders to leads via
AppointmentReminder.org.
MEETINGS

56. Test a new promotional offer and
track close rates for the people
you offer it to vs. those you
don't.
CLOSING LEADS

57. LOSS TRACKING
Start tracking a specific reason
for every lost deal and tally them
up over time to identify common
patterns you may be able to fix.

58. Create a long term follow up
schedule and nurturing
campaign.
LEAD NURTURING

59. 4
DEVELOP
YOUR
SLA
Service
Level
Agreement

60. Speed To Call (For initial call)
SLA Performance for Q1 2015 (Jan. 1 - Mar. 31)
Format Response Time Goal Violations Compliance
Phone 14 minutes 5 minutes 37 77%
Agent: Dave Metzger
Number of Contact Attempts (For non contactable leads)
Phone 14 minutes
Format # of Attempts Goal Violations Compliance
Phone 3 5 12 67%
Email 5 5 8 79%
Total 8 10 20 73%

61. “People respect
what you inspect.”
Chet Holmes
Author of “The ultimate Sales Machine”

62. SLA BEST
PRACTICES3

63. MONTHLY
REVIEWS
1

64. DISPLAY
PUBLICLY
2

65. CONNECT IT
TO PAY
3

66. 5
PROCESS
OVER
OUTCOMES

67. Outcomes are
what happened.

68. Process is why it
happened.

69. PLAN THE
WORK
WORK
THE PLAN

70. And results are easier to assess and more objective than evaluating processes.
But managers often make the critical mistake of assuming that good outcomes
are the result of a good process and that bad outcomes imply a bad process.
Results are what ultimately matter...
In contrast, the best long-term performers all
emphasize process over outcome.
Michael Mauboussin
Author of “The Success Equation”

71. MONTHLY
webinar.leadsimple.com
WEBINAR(Second Thursday of Each Month)

72. leadsimple.com/sales-course