Process Maps Improve Sales Effectiveness

Aug 31 2016

Process Maps Improve Sales Effectiveness // Management Consulting // Salesforce // Aug 31 2016

Mapping your sales processes can seem daunting.  But done properly and with the help of an expert your process map will be an incredibly powerful tool for communicating expectations and producing improved sales results.

What is a Process Map

A process map is simply a visual aid that maps out the steps you take to execute a process.  For example, a very high level sales process map could be as simple as this:

Identify Prospect (Company) —>  Qualify Prospect (Company) —> Identify Decision Maker —> Call Decision Maker —> Win Deals

That’s it!  Of course most process maps are a bit more detailed than that but the best part about process maps is the act of mapping itself.

What a Process Map Does

A process map helps your sales team navigate your sales process.  Think of it like a road  map or GPS for your sales process.  Advantages of using a process map include:

  • Accelerates sales effectiveness

  • Accelerates onboarding of new sales team members (they can sell faster)

  • Ensures team members use your unique best practices in selling

  • Improves your brand image through increased consistency in customer experience

  • Reduces frustration of sales team through improved communication and expectations

  • Improves the effectiveness of your CRM (your CRM should enable your process map).

In fact, the action of producing a process map alone (called “process mapping”) has a dramatic positive effect on your team.  By process mapping your team will naturally converse, discussing how they perform in their role, what tips and techniques each individual uses and how each person gets results.  This natural idea sharing will promote teamwork and best of all allow you to extract best practices to incorporate into your standard sales practices.Process Map 2

Is Process Mapping for Us?

Absolutely!  Process mapping can and should be used by every sales team no matter how big or small your team is.  It’s relatively simple to do and anyone can lead the effort.  If you need help getting started, contact Emelar Consulting Group who has certified consultants ready to assist you.  A word of caution though; process mapping alone won’t cut it.  In addition you need a few key elements to succeed in increasing sales outcomes:

  1. Process maps should be considered dynamic – change them as you evolve

  2. Train all your staff on the process once mapping is completed

  3. Establish quarterly checkpoints as you begin so you can cement your new process into your organization

  4. Hold your team accountable.  Give them time to adjust but ensure they do adjust within a reasonable time (3 months is recommended).