Sales processes: the organization of the sales pulse – technology and organizational management
A bit of an unusual term: sales rhythm or sales pulse. But it makes sense, which we will now uncover. But first let’s turn to the technical side of the question. The experts of the Reply.io service described in detail how to organize an effective sales system. In their view, sales processes are a set of actions, rather than a single successfully implemented operation that is repeated according to a predetermined algorithm. It’s hard to disagree with this. But we will talk about another interesting approach – the creation of a sales rhythm that works effectively for a variety of businesses.
Sales rhythm: the pulse of the business should be faster
First, let’s designate action as a rhythm of action, aimed at getting results. That is not just a mechanical execution of the algorithm but directed to a specific result of the company or specific personnel. In this case, all actions must be constant and rhythmic:
- search for customers according to the formed image with instant screening of unrealistic scenarios;
- rhythmic request for database expansion from all the departments involved in sales or those that are in contact with current and possible counterparties;
- creation of a chain of successive actions performed rhythmically – daily, every two or three days, weekly, monthly – aimed at finding, strengthening and enhancing contacts with customers who have already made a purchase at least once;
- rhythmical contact with those who have expressed the clear desire to buy the product, to buy it for the indicated value or interested in specific product items at the level of clarification of price, delivery terms and other technical details, i.e. at the stage of final decision making about purchase.
Finally, the most important thing in the rhythm or pulse of business is to adopt a mindset according to which finding customers and strengthening relationships with customers who have made their first deal is a must, not an optional activity.
Buying statistics proves that the rhythmic nature of customer relations is correct. It reinforces the idea that it’s very important that potential customers and sellers don’t put off a purchase decision for too long. If a seller misses the chance of personal contact and only decides to respond to contact after 2-3 hours, they lose the opportunity to acquire a new customer by a factor of 7. That’s why completing all positions is important to get results.