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Do you think that your sales representatives really struggle in converting the prospects into potential customers for your business? Is your company struggling to get new clients and to get high revenues? If so, then you really need to analyze your sales process flow and rebuild your sales process to help your sales representatives get higher sales for your company.

Looking to build or renew your sales process? First, it is important to know what is a b2b sales process.

What is a Sales Process?

The sales process consists of the systematic sales stages for your sales team to work upon to move a prospect from the early stages to the final stage i.e., closing a deal. It’s mainly about building a relationship with the customer as you ask questions, educate them, and provide value. The sales process steps are generally the same in any organization, and each step is essential for the successful flow of the sales cycle.

Mainly this process should be valuable and useful for both your business and for the prospect. The sales process should make it easy for the sales representatives to sell and for the customers to buy the product/service.

A successful sales funnel contains five core elements that help companies to sell successfully.

5 Elements of a Good Sales Management Process

Customer – Focused

Since your customers are essential for the success of your business, you should create a sales funnel that focuses on how your strategy will help your customer’s business.

Well – Defined

A good sales process should have a clearly defined outline for the sales pipeline stages. By looking at the sales process, the representatives should know what to do when interacting with the customer.

Easily Replicable

Many times the sales representatives might handle many prospects at a time. The sales process should be made such that it can easily be repeated for each kind of business. Easily replicable sales process saves the time of the sales representatives.


An efficient sales process can easily change according to the prospect. If the sales process is adaptable, it becomes quick for your company to adapt your strategies when the client changes. With an adaptable sales process, you can easily modify it for better results.


Your sales process is only successful when you are able to measure the results. A good sales process has measurable metrics that can be used to determine the success of your sales strategy.

These are the 5 important elements of a sales funnel. You should always keep on updating your techniques considering the changes in the marketplace.

Before you start changing the sales process for the betterment of your company, analyze your current sales process. Talk to your sales team and ask them what works better for the company’s sales process. Your sales representatives know your customers better, and they will be able to tell you what actually encourages prospects to convert.

Here are some of the effective ways to build a sales process for successful strategic selling.

3 Ways to Build an Effective Sales Process

If you want to create the most effective sales process for your team, these 3 tips will definitely help you to drive better results.

Research Your Target Audience

Prospecting in sales is very important. Your prospects are a very important part of your sales funnel. You must consider them an integral part of your sales process if you want to build a strategy that works best for your prospects. By researching your target audience, you will be able to create a more effective strategy. Prospective is one of the most important sales cycle stages of your sales process, therefore, it should be done after thorough research.

Provide the Correct Tools and Resources to Your Team.

Your salespeople really work hard to turn the prospects into potential customers. There’s a lot involved in the sales pipeline management process, so it will be easy for your team to get the correct resources for day-to-day tasks. You will help the team focus more on building relationships with customers by providing them with the right tools and resources. You can use sales process automation tools to help your team make the selling process easier.

Determine the Value of Your Product/Service

There is always a value of your product/service. If you want to convince the prospect to buy your service, you must exhibit how these services will help the client. You should not focus on why you offer the best services. Your clients want to know how you will help them or how does buy your product/service solves their problem.

If you want your company to achieve the desired targets and to succeed. These are the 3 most effective ways to build a sales funnel management process that will definitely drive better results.

Mihir Shah is CEO and Founder of Yatharth Marketing Solution, the group specialized in offering personalized sales training programs to corporates worldwide. He is able to draw several years of experience imparting to management, sales, and corporate training serving wide industries. Mihir has assisted companies to grow incomes and enhance customer satisfaction score as well as assisting managers, leaders, and directors enhance the performance of their team with training.