It’s not just the stages of a sales process that matter – the tasks and activities taken within those stages count just as much. How are those monitored and managed?
Task Management: Best Practices
It’s vitally important for any company to put a precise sales process in place. But a sales rep must conduct various tasks and activities to bring a prospect through a particular stage, and into the next one.
Much of the time, even if a sales process has been established, such tasks and activities are left to the rep. The problem with this approach is that some reps – your experienced, proven ones will know what to do, and will smoothly bring that prospect on up and over to the next stage. But your less experienced ones will no –and opportunities can unnecessarily be lost.
The best way to address this issue is to gather best practices, from every proven and experienced salesperson, for every stage of the sales process. Get these shared with the entire sales team, so that each rep understands the path to follow for each sales process step.
There are a couple of ways that best practice tasks and activities can be shared.
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One way is to create a best practice document for each stage of the sales process and place all of them into a common folder so that every member of the sales team can access them.
It’s a great idea for the sales manager to check from time to time to make sure these procedures are being followed. This is especially important if the manager notices that there are certain reps with noticeably less success in bringing prospects through certain stages. This, of course, is all part of coaching and mentoring – a crucial part of a sales manager’s job.