Webinar
Commercial process: how to optimise it?
Hosted by Nicolas Boissard,
Marketing Director of Kestio
3 steps to optimise sales time and the sales process
- Specify your objectives
- Identify areas for optimisation
- Optimising the sales process
Specify your objectives
"DOING AS MUCH WITH LESS".
The sales team may have to manage a constant workload with fewer sales people.
"DOING MORE WITH LESS".
The sales team must be able to adapt and sales people must be able to make time for new strategic priorities.
"DOING BETTER WITH AS MUCH".
Sales people must remain focused on their core business and customers to optimise performance and the sales process.
Identify areas for optimisation
The first step is to identify the daily tasks of a sales person.
To do this, you can either start from a typical working day or from the key stages of the sales cycle.
Once this list of daily tasks is established (it should be as exhaustive as possible), it will be possible to assess the potential for optimisation of each activity.
This evaluation is based on 4 criteria:
- The average duration of the task
- Its usual frequency
- Its estimated complexity
- The "added value" of the commercial in its realisation
You can then define the priority areas for optimisation and thus reduce the time spent by sales staff on each of these tasks and optimise sales performance.
Optimising the sales process to improve sales performance
There are 3 options for this:
- internal reorganisation: reallocating certain tasks internally (often with a view to specialisation)
- outsourcing: outsourcing the most time-consuming tasks
- automation: automating certain tasks or even certain steps in the business process.
Read our article on a related topic: Are routines the enemy of the successful salesperson?
