Constructing a sales education system that is measurable/predictable, where all salespeople are trained with the same method.
The creation of sales education system proceeds through 4 steps of
Organization of the customer journey
Sales process design
Definition of the indicators that will narrow down sales leads
Create the training curriculum
Customer journey shows an overview of the steps customers go through when purchasing the product.
By clarifying the customer journey, organizing the suitable sales approach towards the customer during each process and conducting sales activity which prioritizes the customer’s needs become possible.
Moreover, sales activities, which have the tendency to become on-the-spot actions, could be improved from a wider perspective.
Set indicators to determine whether the sales leads’ needs are answered, or whether sales leads desire a proposal.
One widely used indicator is BANT, which is taken from the first letters of Budget, Authority, Need, and Timing. BANT is only one such indicator, and by setting the indicators which narrows down sales lead and gathering indicators from different steps of the sales process, the sales precision could be increased.
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