After learning about the different sales methodologies and the essential steps to a sales process, it’s time to actually implement what you know. This is the hard part. It’s one thing to know how to go about creating a sales process, but it’s another to actually bite the bullet, sit down, and do the required work. Marketing automation tools like the Mission Suite make it very easy to design an automated sales process that continues to work while you sleep. However, this is only after you physically design the process yourself.
Determine Your Methodology
The first step in using automation to implement a repeatable a sales process is to determine which sales methodology you would like to use. This may take a bit of trial and error. Just because a commonly-used sales methodology works wonders for one company, doesn’t mean it will necessarily work for yours. This requires experimentation before you find what your leads respond to best. Once you narrow it down to a methodology that makes sense for your company, you can continue onto the next step.
Create Pipeline Stages Using Mission Suite
In order to implement a repeatable sales process, you need to create pipeline stages. These can also be referred to as “workflows.” “Workflows” are a more familiar term used by many companies. Mission Suite allows you to create these workflows easily, with each lead entering their own pipeline via an opt-in form. That being said, leads won’t always enter into a pipeline this way. Some will also enter a pipeline by you manually entering them in. For instance, you can add someone to your mailing list after having met them in person.
Remember that the pipeline will only initiate after the lead provides you with specific information. The lead should give you this information on their own. Although bigger companies have the ability to collect information using data scraping and other means, people generally don’t like to be emailed when they didn’t volunteer the information to you.
Add Tasks to Each Stage
Once you create a pipeline, you need to add tasks to each stage. A task could simply be an email that goes out to this lead after they complete each stage of the sales process. You can determine these stages based on the methodology you want to use.
An example of this is a lead receiving a welcome email automatically, once they subscribe to your mailing list. After this, you can create an additional email to the drip based on their interaction with you. Perhaps they will get a newsletter email every week in their inbox. This email should be created within a template that will encourage them to go onto the next level in the sales process. This could be a call-to-action at the bottom of an email that invites them to schedule a meeting, sign up for a webinar, or visit your online store. When they click on one of these, you can set up yet another task that will lead them through the next stage of that pipeline.
Sales teams should create tasks and pipelines for every possible outcome. Sometimes, you may notice a person has spent time on your website. Therefore, you may decide to bring them in using various inbound marketing techniques. Or, they may add something to their cart without making a purchase. In this case, you can set up another task to invite this person to continue their purchase. Whatever the scenario is, remember that you must nurture leads through each of these steps. Luckily, Mission Suite helps you monitor and move around leads based on which stage they are at.
Assign Leads to Appropriate Sales Reps
There should be a sales representative that is assigned to each lead. This is where your sales team comes in. Despite the fact that you will be automating these processes, it’s still necessary to have a human being monitor what’s going on. They can oversee these pipelines and tasks and make sure everything is going according to plan. Mission Suite has the tools to allow you to assign leads to reps. Or, to allow reps to claim conversations and tasks with leads, themselves.
Allow Reps to Add Notes
Communication is critical in any business, and it’s a no-brainer that companies that have clear and consistent communication among their staff are more successful than those who do not. Mission Suite allows these reps to add notes for each conversation in order to keep things transparent. You can also look at the timeline to see how long it’s been since a lead’s progress has been addressed. This is not only beneficial in terms of sales, but it’s also great for your CRM in general.
Test and Automate
Finally, after you implement a repeatable sales process in Mission Suite, you’ll need to test these pipelines before initiating them. A good way to do this is by setting up a test email account. You can use for all your automation needs. Opt-in and enter the various pipelines you’ve created via this email in order to check that everything works. Additionally, you should check for any spelling or grammatical errors on emails as well as aesthetics overall.
Want to learn more about how Mission Suite can help you implement a repeatable sales process? Request a demo now!