MRSware Sales and Commissions
  • MRSware
    • About
  • Sales & Commissions
    • Sales Reps
    • Manufacturers
  • CRM
  • Blog
  • Pricing
  • Support
    • Training >
      • Training Classes - MRSweb
      • Training Classes - MRSware >
        • Lesson 1 - MRSware Home Page
        • Lesson 2 - CRM - Companies/Contacts
        • Lesson 3 - CRM - Calendar
        • Lesson 4 - CRM - Journals
        • Lesson 5 - CRM - Tasks
        • Lesson 6 - CRM - Projects
        • Lesson 7 - MREPS - Customers
    • Documentation
    • Integrations
    • Admins
    • Live Service Status
  • Login
  • Free Trial

Why a Written Sales Process?

1/13/2014

0 Comments

 
When manufacturers are interviewing potential new reps, they ask questions about the internal workings of the rep agency. They may ask obvious questions, but they are reading between the lines during your answers to see if you are a business person or a sales person. What's the difference, you ask? In the manufacturer's mind, it can mean the difference between getting a line or not.

The manufacturer is looking for a business professional with plans, strategies and processes in place to efficiently run his business regardless of the challenges facing him or her. They are looking for an extension of their company and want to make sure the company they choose represents their company image.

Do you have the plans, strategies and processes in place to present a professional image to your current and prospective manufacturers?

One of the processes you should have written down is a sales process along with the methodology to achieve the steps in the process. CSO Insights, in one of their annual Sales Performance Optimization survey finds companies who have a written sales process are more successful in reaching their goals, have a higher win rate, have a larger deal dollar volume and have lower total rep turnover than those companies that do not have a written process with methods.

Whether you choose a commercial offering or develop your own internal process does not matter. It's having the methods and process in place so you can train and coach your sales people in your process, use it as a basis for comparison with your leads and opportunities as to your win/loss ratio and communicate the activity and results to your manufacturers.

Start with a simple process and refine it over time so it includes the necessary steps for each type of sale you may encounter. Once in place, you can add the name of each step in the Opportunity Phase field of MRSware, which will allow you to easily track the activities and results of your sales efforts.

With a written sales process and methodology you have taken one step in communicating the professional business image desired by manufacturers.
0 Comments

Your comment will be posted after it is approved.


Leave a Reply.

    MRSware Blog

    contains updates for shows and conferences we will be attending, product releases and enhancements (the changelog), and general market engagement articles

    Categories

    All
    Account Numbers
    Analytics
    Apple Mac
    Calendar
    ChangeLog
    Conferences
    CRM
    Customers
    Data Analysis
    Database Features
    Data Import
    Email
    File Share
    Free Community
    Invoices
    IOS
    ISSA
    Marketing
    Mobile Computing
    MRSware Desktop
    MRSweb
    New Features
    Outlook
    Passwords
    Payments
    Permissions
    Projects
    Reports
    Sales
    Sales Force Automation
    Sales Import
    Sales Reps
    Scheduling
    Security
    Sync
    Timely Commissions
    Tips & Tricks
    Tools
    Updates
    Web Client

    Archives

    February 2023
    January 2023
    October 2022
    August 2022
    July 2022
    June 2022
    May 2022
    April 2022
    December 2021
    October 2021
    September 2021
    May 2021
    February 2021
    July 2020
    June 2020
    May 2020
    April 2020
    October 2019
    September 2019
    June 2019
    April 2019
    August 2018
    March 2018
    January 2018
    December 2017
    October 2017
    September 2017
    August 2017
    July 2017
    June 2017
    May 2017
    April 2017
    March 2017
    February 2017
    January 2017
    December 2016
    October 2016
    August 2016
    July 2016
    June 2016
    May 2016
    April 2016
    March 2016
    February 2016
    January 2016
    December 2015
    November 2015
    October 2015
    September 2015
    August 2015
    June 2015
    May 2015
    March 2015
    February 2015
    January 2015
    December 2014
    November 2014
    October 2014
    September 2014
    August 2014
    July 2014
    June 2014
    May 2014
    April 2014
    January 2014
    December 2013
    September 2013
    July 2013
    June 2013
    April 2013
    March 2013
    February 2013
    December 2012
    August 2012
    July 2012
    June 2012
    May 2012
    April 2012
    March 2012
    January 2012
    December 2011
    February 2011
    January 2011
    December 2010
    April 2009
    May 2008

    RSS Feed

Home | Sales and Commissions | CRM | Blog |​ Pricing | Training | Support | Log In | Free Trial 
sales@MRSware.com     (866)795-8386 x1
Copyright (c) 2002-2023 EYOND, Inc
.
MRSware is an EYOND, Inc. Integrated Solution
made in Austin, TX  USA