Create an outline of your current sales process

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For example, you may have a robust workflow for moving your prospects to the close, which relies on fewer prospects dropping out during the process.

But maybe your initial lead generation leaves something to be desired. If you dig a little deeper, it could be that the real problem is getting leads interested in receiving a discovery call.

In this case, your strength lies in the process you use to close deals. Your opportunity for improvement lies in generating more leads and increasing your appointment conversion rate.

Optimize your process layout

The next step will be to focus on creating an improved process framework. It must be one that compensates for the shortcomings of the current one and improves the performance of your entire organization.

To create your current process map, here's an example:

These types of templates are useful guides for developing your sales strategy. To fill them out, go back to the opportunities you found previously. These will serve as objectives for optimizing your sales process.

Some examples of objectives that are included in a sales strategy are:

Improve the response time between incoming lead notification and the initiation of the first sales contact.
Streamline the appointment scheduling process. Make it easy for leads to schedule a call.
Use data enrichment, for example, to find and rich people database consolidate public information about your new lead to speed up the qualification process.
Now, it's time to establish your specific objectives for each stage of the sales process, both existing and new. Once again, you should set objectives based on activities and results. For example, objectives for the appointment scheduling stage could be:

Activities : Communicate with new prospects within one hour of entering the sales funnel.
Results : A lead/scheduled appointment rate of X%

The main purpose of creating sales process maps is to understand the activities required to close a deal. But how do you measure these activities and create accurate performance benchmarks?