What is A Sales Workflow?
Sales workflow commence as soon as a lead enters your pipeline – it could be a manually generated lead or one from your ad channels, either way as soon as this prospect expresses interest in you;
1. Your Team qualifies the prospect
2. Identifies His needs
3. Puts together a proposal
4. Closes the closable prospects
This process of turning a lead into paying customers involves the collaboration of multiple departments and without a workflow, it will be a challenge to identify the bottlenecks in the process that stop your revenue targets from manifesting.
Why Should Companies Use A 360 Degree Outreach Strategy To Automate Sales Workflows?
A well-planned sales workflow can help your team determine the most optimum times and methods for reaching out to potential customers. You do this by first creating the following stages in your sales funnel namely;
1 ) Awareness – Your lead becomes aware of your presence through advertising or a cold call/ Email
2 ) Evaluation – Your prospect needs to understand your offering and then evaluate his options to ensure that your offering is the best.
3) Conversion – Your prospect decides that your product is the ideal solution to his need and pays you.
You then you need to;
1. Test multiple forms of outreach through phone calls and emails to define a strategy that your sales team can follow with every new prospect that enters your pipeline.
2. Optimize this outreach through well written cold call scripts and benefit-driven emails to increase the likelihood of a response.
5 Crucial Stages of An Automated Sales Workflow
The easiest way to automate a Sales Workflow is through A CRM. As a lead passes through each stage of your funnel, multiple departments are working hand in hand to convert this lead.
Marketing Generates a Lead and allocates it to the sales team, the sales team then needs a PowerPoint presentation designed – so they collaborate with the design team. A Demonstration of the product is needed so the sales team collaborates with the implementation team.
A CRM will help companies automate the process of task allocation, so internal teams can seamlessly join forces to close the lead.
But, to ensure perfect synchronicity between teams, your workflow needs to be clearly defined, on average these are the 5 stages of an automated workflow.
1. LEAD GENERATED
You pre-sales team or your marketing team brings in leads.
2. LEAD QUALIFIED
From the lead pool that has been generated, the sales team qualifies the best prospects
3. MEETING CLOSED
The customer agrees to a one on one session with you to see firsthand the best features of your product.
4. INVOICE SENT
Your team puts together an invoice for services and send it across
5. DEAL WON/ LOST
Based on whether or not the lead takes action on your offer, you win or lose him.
Your sales funnel needs to follow the steps of awareness, evaluation, and conversion because as you cross each step the prospects certainty in your offering increases. A missing element from this funnel can destroy your ability to gain the prospect’s trust.
Automating workflows with a human touch can be a challenge but while using A Sales CRM, you can define your workflows in the backend, so each time a lead is generated it gets auto allocated to your sales team who then score the lead based on buying interest and mark the lead status based on your workflow.
The CRM then throws up follow up appointments with qualified prospects to help your team focus on the most convertible leads. This process helps companies improve prospecting by selling to better and more qualified prospects.