The Anatomy of an Effective Sales System
So far this season we’ve covered why your sales system matters, why it might suck and waded through the sales process terms and big picture. You might be wondering at this point, so what makes an effective sales system?
Lucky you – that is precisely the question we are answering in this episode. In the previous episodes, we have acknowledged that change is hard, and sometimes we keep using the existing system because we have no idea it could be any different. I don’t know about you, but I can best envision change and progress for myself when I have examples of how it could be and how others have done it.
Unveiling the Core Elements of a Successful Kitchen & Bath Design Sales System
By now you’ve already heard me list off the virtues of a good Kitchen & Bath Design business sales system – that it gives the business owner visibility into the “black box” of the sales process, improves predictability of sales, decreases stress for the users and improves profitability.
The system is not just about the technology, software or tools. Here at FieryFX we know that good systems are 30% the tools, 70% how they are used.
Mastering Sales Systems: 5 Essential Indicators for Success
Here’s 5 indicators of a good sales system:
- Ease-of-Use & Access: A good system is easily accessible and user-friendly, on any device. Real-time input & access for data from mobile devices improves the quality and accuracy of the information. Clear definitions on where to store and locate information is key. Regular training sessions can further enhance users’ familiarity with the system.
- Transparency of Information & Process: Clear visibility of the sales processes and information is crucial. A good sales system delineates the sales process into identifiable stages, allowing you to track leads and identify trends. Simplicity is important; overcomplicated systems can be stumbling blocks to efficient operation and utilization of the system.
- Effective Lead Management: An effective system enables comprehensive recording of every prospect and lead, complete with detailed information. This allows designers to monitor and update lead statuses efficiently. A well-integrated system that encompasses all lead sources helps to optimize lead management, meaning more time for innovative designing.
- Information at your Fingertips: Immediate access to, and easy input of information is crucial in any sales system. Dashboards and analytics provide critical insight into sales processes, making it easier to pinpoint where resources might be better allocated and identify potential trends or issues.
- Potential to Grow with You: A truly effective sales system works for you now and is capable of scaling up as your business expands. While spreadsheets may have worked in the early years, a robust, scalable system is necessary for sustainable business growth.
Striking the Balance: Creating an Efficient and User-Friendly Sales System
It might seem like some of these items are a bit contradictory. We need the system to be robust and have all the data on the contacts and their status, but we also need it to be simple and easy to use. Yep, it is a balancing act. The sweet spot for an effective sales system captures the data points that are critical to decision-making and doesn’t sacrifice simplicity for unlikely-to-be-used information.
Understanding how your sales system can power and improve the ease and profitability of your business allows you to see the possibilities for upgrading the system you use now.
In the next episode we’ll be examining the sales system from the perspective of the salesperson. In the case of Kitchen & Bath Design sales, that is typically the designer, which makes sales systems for these businesses particularly unique because the person working with them is visual in nature and their priority is on the design for the client, and not necessarily documenting all the sales interactions.
Heads up – High-er Help, my book on how to use experts to shortcut improvement, growth & capacity is launching October 23! Be the first to get the details on High-er Help and pre-order by going to higherhelpbook.com.
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