What Do Sales Process Consultants Do?
Sales process consultants create standardized sales processes that can be easily monitored, enforced, and automated. They work closely with sales teams to understand how they work and introduce work efficiencies that allow sales reps to close more deals. Sales process experts bring in sales automation tools like CRM (customer relationship management) software to get rid of bottlenecks and help sales teams work more productively.
Sales process consultants also help companies undertake sales process reengineering to transition from one mode of sales to another. They help companies undergo digital sales transformation to capture more business through digital sales channels and capabilities. Moreover, they train sales teams on how to maximize productivity by leveraging sales automation tools and standardized sales roadmaps.
Most In-Demand Services of Sales Process Consultants
Why Hire Sales Process Consultants?
Hiring sales process consultants helps a company undertake a sales process health-check to identify inefficiencies and implement solutions. The specialist completes a thorough review of sales processes, including planning, lead distribution and tracking, task prioritization, time and workload management, and sales forecasting. From this analysis, they recommend sales process improvements like automation, agile sales, and lean sales approaches that can help sales teams close more deals. Through their input, they also help a company improve follow-up cycles while enhancing the overall customer experience throughout the sales process.
Moreover, sales process consultants offer crucial insights and support in the following areas:
Simplify and Standardize Sales Processes
Sales process consultants help a company identify and answer crucial questions around the sales process, including customer segmentation, buying patterns, and customer expectations. From this data, they help create streamlined processes that eliminate wastage and bottlenecks and allow sales teams to focus on high-impact activities. Through standardized sales processes, they also help a company align its sales teams to common objectives through all sales process steps, allowing for a more straightforward, high-visibility sales process.
Automate Sales Processes
Sales process experts help companies automate their sales processes by introducing tools like prospecting tools, marketing automation tools, prospect activity tracking tools, order management tools, and pipeline management tools. Through these tools, they help automate manual and often time-consuming activities so teams can focus less on administrative work and more on sales activities. Companies working with a sales process engineer achieve considerably more savings in terms of work-per-sale and grow their revenues through faster deal closing.
Sales process experts introduce more effective and accurate sales forecasting through sales process reengineering and optimization. They help companies create processes that generate cleaner data, allow for a granular view of each sales stage, and offer sales model comparison capabilities. Through these enhanced capabilities, sales teams gain more control over forecasting, including keeping forecasts current, maintaining focus on demand (and not supply), and achieving better prioritization of sales resources.
Enable Deal Tracking and Diagnostics
Sales process experts help companies overcome one of the biggest challenges in sales – active deal tracking and follow up. When you work with a sales process engineer, they offer insights and introduce capabilities that allow for both high level and granular deal tracking. Using software tools like pipeline management software, they help a company track every deal through all stages of the sales process. With such deal transparency, companies can identify issues that may stall a sale and address them promptly and decisively.
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