Maximizing Sales Efficiency

Maximizing Sales Efficiency:

As I've gotten more experience selling throughout my career, I've had the chance to build my own philosophy around what matters in a sales process. For those not in sales, what does an overly simplified sales process look like?

1. Lead Created: A lead can come from inbound interest or from outbound efforts
2. Qualification of the Lead: Is this lead a good fit for our service? What do they need help with?
3. Present Offer: Share how we can help them
4. Close the Deal: Get the contract signed!

This simplified sales cycle can have a variety of different variations based on the type of business and where leads are coming from. Over the last five years operating bootstrapped businesses, I've realized just how important it is to maximize the efficiency of sales processes. What does that actually mean? For each unit of sales team effort, I want to drive the most deals.

While that may seem obvious, it's a crucial factor in growing small businesses. So, what have I found that actually makes a difference?

1. Quality sales people: You want A+ players on your team. These A+ players aren't necessarily the flashy ones, but they know how to help prospects solve problems. They have the potential to transform your business.
2. A strong offer: Your business is only as good as what you're delivering. You need to solve a problem for individuals or businesses at a fair price point.
3. Defined ICP (ideal customer profile): You need to define your buyers so you know who to target. You can't boil the ocean so pick out the right business type and buyer role to target.
4. Leverage buying signals: With limited time and budget, it's nearly impossible to target your entire ICP. Even if you do, it's hard to tell who within your ICP needs your service at this time. The fastest growth comes from targeting people within your ICP where there's a signal (or nudge) that they may need your service.

Now, when you actually read that list from 4->1, it's pretty clear what I think works: find companies that show a signal that they need your product, focus your efforts on the ones that are within your ICP, create a compelling offer and put an A+ salesperson on the job.