Comprehensive Curriculum for Sales Training PPT

What is this slide for: Overview of an Ideal Sales Process

This slide covers: This slide lists the features that an ideal sales process must have. The features are: Customer-centric, clear and actionable, replicable, predictable, goal-oriented, measurable, and flexible.

Instructor’s Notes:

Features of Ideal Sales Process are:

• Customer-centric: Buyers today have greater access to information and a broader range of options. Innovative businesses align their sales process steps with their customers' buying patterns and processes
• Clear and Actionable: All stakeholders should thoroughly understand each stage and component of the sales process. Defining necessary actions eliminates ambiguity and the possibility of errors
• Replicable: Any sales representative should follow each step of the sales process. Reps must also be able to apply the sales process or its individual steps across sales scenarios
• Predictable: The expected outcomes of each stage and the flow from one step to the next should be predefined
• Goal-oriented: The sales process should direct sales teams on how to achieve their goals
• Measurable: To ensure compliance and create a culture of continuous improvement, you should be able to quantify all of the actions and activities involved in the sales process
• Flexible: Rigidity prevents advancement. The sales process should be flexible enough to adapt to changing business and customer needs, technological advances, or changes in sales operations

What is this slide for: Overview of an Ideal Sales Process

This slide covers: This slide illustrates the stages of the lead generation funnel. The stages are awareness, lead capture, prospect, marketing qualified lead, sales qualified lead, opportunities leads, and customer.

Instructor’s Notes:

Stages of Lead Generation Funnel

• Awareness: The lead generation funnel begins with this stage. The only way to get people to buy from you is to make them aware of your company. The first task of marketers is to raise brand awareness. For example, search engine marketing and PPC campaigns could be the most effective product discovery methods
• Lead Capture: In this step, your audience provide you with their contact information by filling out a form or something similar. Sharing information indicates that they are interested in your products/services
• Prospect: Once interested leads are captured, businesses must ensure that they are converted into prospects who want to buy from them. It is possible to accomplish this by constantly nurturing and persuading them that our offerings will solve their problem. Email marketing, webinars, educational videos, etc., can keep them engaged and informed
• Marketing Qualified Leads: This is the final role a marketer plays in a lead funnel. They hope to persuade the prospect to take a positive conversion action through their lead generation and nurturing efforts, for example, requesting a demo or signing up for a free trial. Once this is completed, the marketing team knows the prospect is ready to hear a sales pitch and passes it on to the sales team
• Sales Qualified Lead: In this step, the sales team begins its screening process by calling the lead and asking for their requirements. The sales team begins analyzing their actual needs and how well they fit into the business. It can be done using a lead scoring tool to assign scores based on lead activities
• Opportunities Leads: Here the sales team begins identifying opportunities to sell the product. In this step, they start sending discount coupons and attempt to negotiate with the prospect. The salesperson continues to visit the prospect in an attempt to persuade him to close the sale
• Customer: In this final stage, the prospect decides to buy from you and becomes a paying customer. Since the customer has converted, this is the final stage of the funnel

What is this slide for: Overview of an Ideal Sales Process

This slide covers: This slide discusses the importance of sales prospecting. The benefits are: Increased sales, more revenue, gained insights, and increased customer lifetime value.

Instructor’s Notes:

The benefits of sales prospecting are:

• Increased Sales: An effective sales prospecting process can generate new sales opportunities for the sales team to pursue. It can help to accelerate growth and ensure that your company never runs out of leads in pipeline
• More Revenue: More sales opportunities imply more revenue, which the company can reinvest in growing its team, improving its products, or running more marketing campaigns
• Gained Insights: Businesses can identify patterns in prospect behavior by reaching out to more prospects and watching how they respond. Organizations will also better understand their ideal customers, which will positively impact all aspects of business, such as product development, marketing, and branding
• Increased Customer Lifetime Value: As you improve your sales prospecting process, you will better identify prospects that are more likely to stay with you for longer. And this can have a compounding effect by increasing customer lifetime value