Pillar 3
Order Generation
6S Sales Operating System
• A sales operating system (SOS) is a comprehensive framework that outlines the processes, tools, and techniques used by sales teams to consistently and effectively win deals. It includes best practices, methodologies, and technology solutions aimed at improving the efficiency and effectiveness of the sales process. The goal of an SOS is to standardize and optimize sales activities to drive revenue growth.
• A sales framework is a structured approach to the sales process that outlines the steps and activities involved in selling a product or service. It provides a roadmap for salespeople to follow, helping them to be more efficient and effective in their interactions with prospects and customers. Common elements of a sales framework include defining the target audience, qualification criteria, stages of the sales process, and techniques for building rapport and closing deals. The purpose of a sales framework is to increase sales productivity and consistency, leading to better results and improved revenue generation.
• Order generation is the process of creating and processing sales orders in a business. It involves a series of steps, including identifying potential customers, presenting products or services, negotiating terms and conditions, and finalizing the sale. The goal of order generation is to convert potential customers into paying customers, resulting in revenue growth for the company. Effective order generation requires a combination of sales skills, marketing strategies, and technology solutions to streamline the process and ensure that orders are accurately captured and processed.
Strategy
Strategy
Read moreStructure
Structure
Read moreStaffing
Staffing
Read moreSkills
Skills
Read moreScore Cards
Score Cards
Read moreSystems
Strategy
Read moreStrategy
Sales Plan
A sales plan is a strategic document that outlines the steps and activities a sales team will undertake to achieve its sales goals. It is a roadmap for sales success, providing clear direction and focus for sales activities, and helping sales teams to stay aligned with overall business objectives. A sales plan typically includes elements such as target market, product or service offerings, sales goals, sales strategies, and a timeline for achieving those goals. It also identifies the resources, budget, and tools that will be required to achieve the sales objectives. The goal of a sales plan is to increase sales productivity, efficiency, and effectiveness, leading to better results and improved revenue generation. A well-designed sales plan helps sales teams to stay focused on their goals, prioritize their efforts, and make data-driven decisions that drive success.
Sales Playbook
A sales playbook is a collection of best practices, strategies, and processes used by a sales team to win deals and achieve its sales goals. It serves as a guide for sales activities and helps salespeople to be consistent and effective in their interactions with prospects and customers. A sales playbook typically includes elements such as the sales process, customer personas, competitive positioning, objection handling, and closing techniques. It is often used as a training tool for new salespeople and as a reference for experienced salespeople looking to improve their performance. The goal of a sales playbook is to standardize and optimize the sales process, leading to increased efficiency and effectiveness, and ultimately, improved revenue generation. A well-designed sales playbook helps sales teams to be more confident and successful in their interactions with prospects and customers.
Target Setting
Sales target setting is the process of setting specific goals and objectives for a sales team or individual salesperson. These targets are typically expressed in terms of revenue, units sold, profit margins, or other relevant metrics.The process of sales target setting typically involves several steps, including:
- 1. Defining the overall sales objective or desired outcome, such as increasing revenue, gaining market share, or launching a new product.
- 2. Analyzing past sales performance and market trends to set realistic targets.
- 3. Breaking down the overall objective into smaller, achievable sales targets for the sales team or individual salesperson.
- 4. Defining the specific measures or criteria that will be used to determine success, such as the number of sales calls made or the number of product demonstrations given.
- 5. Assigning responsibility for achieving the sales targets to individuals or teams.
- 6. Developing a plan of action to achieve the sales targets, such as increasing the number of leads or improving the conversion rate of sales calls.
- 7. Tracking progress towards the sales targets and adjusting the plan of action as necessary.
Sales target setting is an important part of the sales management process, as it provides a clear focus for the sales team and helps to motivate them to achieve their goals. It also helps to measure the effectiveness of sales efforts and provides a basis for evaluating sales performance.
Account Plan
An account plan is a detailed and strategic approach to managing and growing a specific customer account or a group of accounts. It is usually created by a sales or account management team and serves as a roadmap for achieving sales and revenue goals, as well as strengthening relationships with customers.
An effective account plan typically includes the following components:
A brief summary of the customer’s business, their industry, and their current situation.
Clear and measurable objectives for the account, such as revenue targets, customer satisfaction goals, or expanding the scope of the relationship.
The tactics and strategies that will be used to achieve the objectives, including plans for upselling or cross-selling, expanding the customer base, and improving customer satisfaction.
Identification of the key decision-makers and stakeholders within the account, as well as an understanding of their needs and pain points.
A detailed list of actions that need to be taken, along with timelines, responsibilities, and milestones.
Identification and analysis of potential risks to the account, such as competition or changes in the customer’s business.
Regular review and evaluation of progress against the plan, as well as follow-up actions to ensure that the account plan remains relevant and effective.
Overall, an effective account plan helps sales and account management teams to stay focused on their goals, build strong relationships with customers, and achieve measurable results.
Sales Organization Design
Sales organization design refers to the process of structuring a company's sales team and defining the roles, responsibilities, and processes involved in selling products or services. The goal of sales organization design is to align the sales team with the company's goals and objectives, and to ensure that the sales team is structured and equipped to effectively sell the company's products or services. Effective sales organization design takes into account the company's target market, products or services offered, and sales strategy, and it considers factors such as size and complexity of the sales team, geography, and sales channels. A well-designed sales organization helps to increase sales productivity, efficiency, and effectiveness, and it provides a clear structure for sales activities and responsibilities. Common elements of sales organization design include sales territories, account management, and sales support functions such as marketing and customer service.
Sales Compensation Models
Sales compensation models are systems used to determine how salespeople are compensated for their work. These models can take many different forms, depending on the goals and structure of the organization. Here are some common types of sales compensation models:
This is a common model where salespeople are paid a base salary as well as a commission based on their sales performance.
Some salespeople are paid only on commission, with no base salary. This is often used for high-performing salespeople who are expected to generate significant revenue.
In this model, salespeople are paid a base salary and may receive a bonus based on meeting certain performance targets, such as achieving sales goals or increasing customer satisfaction.
This model involves setting different commission rates for different levels of sales performance. For example, a salesperson may receive a higher commission rate for sales above a certain threshold.
In this model, salespeople receive a share of the profits generated by the company. This can be a powerful motivator for salespeople to work together to increase revenue and profits.
This model is used for salespeople who are responsible for specific geographic areas. Compensation is based on sales performance within that territory.
This model is used for sales teams that work together to achieve specific goals. Compensation is based on the performance of the team as a whole.
The choice of a sales compensation model will depend on the company's goals, culture, and market conditions. A well-designed sales compensation model should align with the company's strategic goals, motivate salespeople to achieve their best performance, and be transparent and fair.
Staffing
The sales staffing process is the set of activities involved in recruiting, selecting, and onboarding new salespeople for a company. Here are some steps that are typically involved in the sales staffing process:
Before recruiting, the company should have a clear understanding of the sales role and the skills and qualities required for success in that role.
The company can use a variety of methods to attract potential salespeople, such as job postings, referrals, or working with recruitment agencies.
Once candidates have applied, the company can use a range of methods to screen them, such as reviewing resumes, conducting phone or video interviews, or administering skills assessments.
After the initial screening, the company can conduct in-person interviews to further assess the candidate’s suitability for the role.
Before making an offer, the company may want to check the candidate’s references to ensure that they have a good track record of sales performance and have worked well in past roles.
If the candidate is successful, the company can extend a job offer that outlines the terms of employment, including salary, benefits, and any performance expectations.
Once the new salesperson has accepted the job offer, the company can begin the process of onboarding, which includes training on company policies, sales strategies, and products.
After the onboarding process, the company should continue to monitor the new salesperson’s performance and provide ongoing support and training to ensure that they continue to meet their targets and contribute to the company’s success.
The sales staffing process is critical to the success of any sales team, as it ensures that the right people are in place to drive revenue growth and meet business goals. By following a structured process, companies can attract, hire, and retain the best sales talent to help them achieve their objectives.
Skills
Sales skills are the abilities and competencies required to successfully sell products or services to potential customers. These skills can be both innate and learned, and can be improved through practice and training. Here are some of the most important sales skills:
These are just some of the most important sales skills, and successful salespeople typically possess a combination of these and other skills to excel in their roles.
Score Cards
Target Setting
Sales target setting is the process of setting specific goals and objectives for a sales team or individual salesperson. These targets are typically expressed in terms of revenue, units sold, profit margins, or other relevant metrics.The process of sales target setting typically involves several steps, including:
- 1. Defining the overall sales objective or desired outcome, such as increasing revenue, gaining market share, or launching a new product.
- 2. Analyzing past sales performance and market trends to set realistic targets.
- 3. Breaking down the overall objective into smaller, achievable sales targets for the sales team or individual salesperson.
- 4. Defining the specific measures or criteria that will be used to determine success, such as the number of sales calls made or the number of product demonstrations given.
- 5. Assigning responsibility for achieving the sales targets to individuals or teams.
- 6. Developing a plan of action to achieve the sales targets, such as increasing the number of leads or improving the conversion rate of sales calls.
- 7. Tracking progress towards the sales targets and adjusting the plan of action as necessary.
Sales target setting is an important part of the sales management process, as it provides a clear focus for the sales team and helps to motivate them to achieve their goals. It also helps to measure the effectiveness of sales efforts and provides a basis for evaluating sales performance.
Sales Forecasting
Sales forecasting is the process of estimating future sales performance based on historical sales data and market trends. Sales forecasting is an important business activity because it helps companies plan their production and inventory, set goals for their sales team, and make informed decisions about their business operations.
There are several methods used for sales forecasting, including:
Historical Analysis
This method uses past sales data to identify patterns and trends that can be used to forecast future sales.
Market Research
This method uses data on market trends, customer behavior, and competitor activity to make informed predictions about future sales.
Expert Opinion
This method involves consulting with industry experts, sales staff, and other stakeholders to gain insight into potential sales performance.
Machine Learning
This method involves using algorithms and data modeling to analyze past sales data and predict future sales.
Sales forecasting is an ongoing process, and it is important to regularly review and update sales forecasts based on changing market conditions and other factors that may impact sales performance.
Sales Pipeline
A sales pipeline is a visual representation of the various stages that a prospective customer goes through during the sales process. The pipeline typically includes stages such as lead generation, lead qualification, initial contact, needs analysis, proposal development, negotiation, and closing the sale.
The purpose of a sales pipeline is to help sales teams keep track of their progress in moving prospects through each stage of the sales process. By using a sales pipeline, sales teams can better manage their time and resources, and identify potential bottlenecks or areas for improvement in their sales process. Additionally, a sales pipeline can provide valuable insights into the overall health of a sales team and can help identify areas where coaching or training may be needed.
Sales pipelines can be managed using a variety of tools, including CRM software, spreadsheets, or other sales tracking software. The most effective sales pipelines are customized to the specific needs of the business and are regularly reviewed and updated to reflect changes in the sales process or in the market.
Leads Management
Lead management is the process of identifying, nurturing, and managing potential customers, or leads, throughout the sales process. The goal of lead management is to guide potential customers through the buying journey, from initial awareness of a product or service to the final purchase decision.
Lead management typically involves the following stages:
This involves identifying potential customers through various marketing and advertising efforts, such as website forms, social media, email marketing, and paid advertising.
In this stage, leads are assessed to determine their level of interest, needs, and readiness to buy. This helps prioritize leads for further follow-up.
This involves building relationships with leads through targeted communication and content, such as email campaigns, personalized messaging, and educational materials.
In this stage, sales teams engage with qualified leads to understand their specific needs and provide personalized solutions to address those needs.
Finally, potential customers make a decision to purchase or not. Lead management may also include follow-up after the purchase to ensure customer satisfaction and to identify opportunities for future sales.
Effective lead management involves using a combination of automated and personalized communication to keep leads engaged and moving through the sales funnel. A strong lead management strategy can help increase sales, improve customer loyalty, and drive long-term growth.
Systems
Since systems and processes go hand in hand, it is difficult to talk about one without the other.
See below for an overview of a CRM (Customer Relationship Manager) system, and two key sales processes. A list of other sample sales processes are also provided.
CRM
A CRM (Customer Relationship Management) system is a technology solution used to manage and analyze customer interactions and data throughout the customer lifecycle. It provides a centralized view of customer information and interactions, and enables companies to better understand and manage customer relationships. CRM systems typically include features such as contact management, sales tracking, marketing automation, and customer service management. The goal of a CRM is to improve customer relationships, increase customer satisfaction and loyalty, and drive sales growth. By using a CRM, companies can better track and analyze customer interactions and data, and use that information to drive more effective marketing, sales, and customer service efforts.
Account Management
Account management in sales refers to the process of building and maintaining relationships with existing customers to increase sales and customer satisfaction. It involves identifying the needs and goals of the customer, providing solutions to meet those needs, and ensuring that the customer is satisfied with the products or services provided. Account managers are responsible for managing and growing their portfolio of customers, and they often work closely with other teams such as marketing and customer service to ensure that the customer's needs are being met. The goal of account management is to retain and grow existing business, leading to increased revenue and a strong, long-term relationship with the customer.
Activity Management
Activity management in sales refers to the tracking, monitoring, and organization of sales activities to increase productivity and efficiency. It involves establishing and prioritizing the tasks and actions required to reach sales goals, and regularly tracking progress against those goals. Effective activity management helps salespeople to stay focused on the most important tasks, prioritize their time, and avoid distractions. Technology solutions such as customer relationship management (CRM) systems and sales force automation (SFA) tools are often used to support activity management by providing real-time visibility into sales activities and progress, and by enabling sales teams to collaborate and share information more effectively. The goal of activity management is to improve sales performance and efficiency, leading to increased revenue and better results.
Other Sales Process Examples
There a number of selling and sales management processes. Here are a few examples:
Consultative Sales Process
This sales process involves a salesperson identifying the needs of the customer and providing a solution that meets those needs. The salesperson focuses on building a relationship with the customer, gaining their trust, and understanding their unique needs.
Inbound Sales Process
In this process, potential customers find the company through various channels, such as the company's website, social media, or advertising. The sales team then engages with these prospects and guides them through the buying process.
Solution Selling Process
This process involves understanding the customer's problem or pain points and offering a solution that meets their needs. The salesperson must identify the features and benefits of their product or service and explain how it can solve the customer's problems.
Challenger Sales Process
This sales process involves challenging the customer's thinking and encouraging them to think about their problems and needs differently. The salesperson aims to disrupt the customer's status quo and offer a new perspective that can lead to a sale.
Transactional Sales Process
In this process, the salesperson focuses on closing a sale quickly and efficiently. The emphasis is on the product or service's features and benefits, and the salesperson does not need to build a relationship with the customer.
These are just a few examples of sales processes, and many companies may use a combination of these processes or develop their own unique approach. The most effective sales process will depend on the company's products, target market, and overall sales goals.
If you are building a sales team or sales processes and need assistance with defining or enhancing your order generation process, please contact us for a free consultation, and we can provide you additional information or advice to improve your performance by integrating it into our Business Management System™.
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