Sales Process Automation Services
One of the most important challenges facing companies today is the high level of competition between them, so they must be prepared and seek to offer consumers an added value that makes them different from the rest of the options That exist in the market.
One way to achieve that competitive advantage is through the commitment to offer a level of excellence in service to generate customer loyalty to your company, but how can you achieve it?, although there is no exact formula to achieve it, we share 3 Very important aspects that customers take into account when choosing a company rather than competing.
These aspects are:
1) A quality product and/or service.
2) Optimum care level, from first contact to purchase.
3) Follow-up and after-sales service to provide security.
In order to achieve the goal of raising customer service, it is a priority that your business process is well structured and working as a gear as it is the main generator of the company’s revenue.
What is the business process?
The definition of business process according to Stanton, Etzel and Walker, authors of the book “Fundamentals of Marketing “, is: “A logical sequence that the seller undertakes to deal with a potential buyer and is intended to produce some desired reaction in the Customer (usually purchase)”
This path also called “sales process ” which is traversed from prospecting to closing the sale and their respective after-sales service can be graphically represented by the so-called “sales funnel” which is an important tool for Manage and control your business efforts.
This process may vary in each company, but it is usually composed of 6 stages:
Pre-sale or prospecting
The goal of the pre-sale is to collect all possible and available information from the potential customer, since he has first contact with him until a visit is planned.
During this stage the main task is to elaborate a profile of the leaflet in order to make an objective and precise qualification and thus measure the degree of potentiality. Then we proceed to schedule a visit to make contact and learn more about their needs, expectations and objectives as well as know if you have contacted other competing companies.
Presentation of the sales message
At this stage it is very important for the prospect to know and understand the value offer your company has and how it can help you meet your needs. It is a priority that during this process, you get the attention of your potential client but at the same time you practice an active listening so that you can fully understand your needs, purchase motivators and doubts, this way will be easier for you Explain how your company can be the provider you are looking for.
Quote
It is during this stage of the sales process in which the potential client agrees to receive an economic proposal from your representative, the first challenge of your company is to overcome this stage successfully so that the expectations of the client tie with those of your Company both in terms of payment, pricing and specifications of the product or service.
Negotiation
When the sales process is at this point it is essential to listen carefully to the customer’s needs in order to present proposals that cover them. It is at this stage that there are usually objections on the part of the client so it is essential that there is a lot of communication between the prospect and the company representative.
Sale/Closing
This occurs when the prospective customer signs the contract or written request which means a formal purchase commitment.
Tracking/after-sales
After the sale is closed and delivery of the product or service is a priority to be given a follow-up to the customer to know if your company fulfilled its expectations and know if the product or service purchased are of total satisfaction. This step is very important already is the one that will make the difference with respect to other companies and it can mean a re-purchase, loyalty of the client and obtaining of references of his part.
Why is it important to have a sales process?
For companies it is important to define the business as a structured process as this will help them to manage all the activities that are carried out during the sales process and to be able to identify in a more optimal way each one of the sales Future potentials as well as the specific stage in which each of its prospects is found.
This process defines and documents all the steps in the sales cycle that result in your company’s increased revenue and productivity while providing a guide to the sales efforts that will have to be implemented at each stage. These phases must be aligned with the customer’s purchasing process rather than the way your sales force performs.
A planned sales process allows:
1) Diagnose and correct the deficiencies in the processes.
2.) Evaluate each of the sales opportunities objectively.
3.) Forecast sales and/or revenue.
4.) Retain customers through follow-up and knowledge of their needs, even in advance.
Benefits of automating your company’s sales process
Today the markets are highly competitive, this requires companies to acquire, manage and retain their customers if they want to guarantee their existence and be successful, that is why it is not enough to only have knowledge of your sales opportunities, But it is essential to manage them in the most efficient and real-time way. The best way to do this is by means of a system that allows you to automate all sales activities such as:
Prospecting.
- Qualification and categorization of your prospects.
- Management of sales opportunities.
- Assignment to vendors of opportunities and follow-up.
- Sales forecast.
- Generation of appointments and contacts.
- Make quotes and budgets.
- Generate billing.
- Offer more efficient and personalized after-sales service.
- Visualization of the progress of the sales process in each leaflet.
Your company will benefit from automating your sales process as this will give you important advantages over your competitors and also the perceived value that your potential customers can have of what your company can offer.
Here are some advantages for your organization:
Information is Power
Automating your business process gives you a significant competitive advantage by providing you with real-time information to provide timely follow-up and make important business decisions. In the same way it will allow you to have the updated comments of your sales force with respect to each potential client and identify if they are being given the proper tracking.
Take advantage of your opportunities
By having a punctual tracking and having a database that can be easily updated, you can identify each of the sales opportunities that you count on and know the status of each one in order to make decisions
Information is Power
Automating your business process gives you a significant competitive advantage by providing you with real-time information to provide timely follow-up and make important business decisions. In the same way it will allow you to have the updated comments of your sales force with respect to each potential client and identify if they are being given the proper tracking.
Take advantage of your opportunities
By having a punctual tracking and having a database that can be easily updated, you can identify each of the sales opportunities that you count on and know the status of each one in order to make timely decisions. Also, being an IT solution will allow you to have to reach all the information of the leaflet in a single database avoiding the loss of important data.
Time-saving
For the sales team either in office or in the field, automating the information about the business process saves a great deal of time by giving them the capacity to have updated information in real time, to give more accurate tracking to the customers Potentials, manage customer lists etc., all of this in a more fluid and simple way.
Team Collaboration
Achieving a sale is a job in which various areas of the company are involved such as marketing, sales and administration, so if your company has a system that integrates this information, the result will be better communication and customers more Satisfied.
With the automation of the business process your company will achieve its purpose to create a customer experience from your first approach to your company until you decide to purchase your product and/or service. Lean In technological tools such as SAP Business One that will help you to be more efficient in your business process by giving you the ability to better track your prospects and an optimal level of service to your
