© 2017 Ignite Selling, Inc. All rights reserved.

© 2017 Ignite Selling, Inc. All rights reserved.

5-Steps to Improve Your Sales ProcessBy Ignite Selling Inc.

© 2017 Ignite Selling, Inc. All rights reserved. 2

Why Improve Sales Process?

Drives revenue growth

Makes sales reps efficient

Engages customers

Makes automation meaningful

and effective

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Ignite Selling’s 5-Step Approach to Improve Sales Process

1. Your organization is unique - getting a custom-made sales process is critical to success

2. Define your Sales Process by the critical milestones that must be achieved

3. Align Sales Process with CRM4. Leverage the Sales Process as a

coaching tool5. Establish accountability to improve

sales forecasting

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Have Custom-Made Sales Process

• Evaluate current process to extract real issues

• Change or refine the process by identifying smart sales call outcomes to create critical milestones

• Align marketing resources and tools to specific stages of the sales process

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Define Your Sales Process• Define and adhere to critical

milestones within the Sales Process

• Prioritize the milestones to accelerate opportunities through your Sales Process

• Align marketing tools and other personnel to help achieve your critical milestones

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Align Sales Process with CRM

• Customize your CRM to drive your new Sales Process

• Incorporate milestones to assess next steps in the Sales Process quickly

• Build accountability to leverage your CRM reports to support coaching of the Sales Process

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Use the Sales Process as Coaching Tool• Empower sales manager to easily

support their reps key opportunities • Identify critical opportunities at

every stage and provide coaching accelerate opportunities to close

• Assess sales reps ability to achieve critical milestones

• Make sales reps self-reliant to drive their own success

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Establish Accountability to Improve Sales Forecasting

• Start from the top management• Hold sales managers and reps

both accountable• Focus on milestones and review

frequently • Achieve forecasting accuracy of

82%

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Outcome of 5-Step Approach

• Increased revenue• Effective action plans• Consistent Sales

Process • Productive workforce• Accurate forecasts• Less time – High

impact

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About Ignite Selling Inc.• Eight decades of experience in Sales, Sales Coaching and Sales Training• Develops custom sales training solutions • Creators of the Interactive Learning Maps™ for Sales and the Competitive

Capstone Simulation™ for Sales• Authors of Premeditated Selling ™ a book chosen by ATD to be “the new way of

developing smart sales strategy” • Trained over 10,000 sales people worldwide• Ignites & inspires teams

DOWNLOAD the White Paper to Learn More

© 2017 Ignite Selling, Inc. All rights reserved.

© 2017 Ignite Selling, Inc. All rights reserved.

sales@igniteselling.com (703) 234-5275www.igniteselling.com Follow Us:

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