Teaching Your Team About the Sales Funnel
One essential tool for sales team success comes from good training. It’s important to make sure that the members of your sales team understand the processes that prospects pass through to become customers. They also need to be aware of their position and role in that process, and how they relate to other members of the team. The better they understand those relationships, the better they can work together while guiding prospects through the funnel.
What a Sales Funnel Actually Is
A simple search online will reveal that there are a lot of ideas and definitions out there to try to explain the sales process. Fundamentally, that’s how we view the sales funnel: as a process, with steps and stages.
It’s also important to understand, though, that it’s not always a linear process.
Some models envision the funnel as a sort of virtual space with permeable boundaries and interlinked internal regions. That’s a more useful way of seeing it than just a simple funnel used in the home or in industry. The simple funnel is designed to capture a large amount of material at the top and channel all of it into a limited, focused goal location at the bottom. But that’s not how a sales funnel works.
A prospect can enter and leave a sales funnel freely, at any point, not just the top and bottom. They can also move through the funnel in different directions, rather than just being pulled downward by gravity. The top is still bigger, usually holding more prospects, and the bottom more limited, but that’s where the similarity ends.
How Sales Teams Play Their Part
Sales team success comes from each member of the team knowing what to do when a prospect enters the funnel from any direction.
The top of the funnel is where most, but not all sales leads enter. It’s a space dedicated to information-gathering, both by the sales team, and by the prospect. Here, the two sides become aware of each other, identify problems, and present solutions.
Further down the funnel, the two sides evaluate whether a relationship is possible. Next, they begin to negotiate. They talk about prices and incentives and package deals. They start making appointments and commitments and drafting contracts.
Near the bottom of the funnel, there are lawyers and signatures, and the prospect falls into the customer pool. But it’s more of a cloud than a pool.
You see, customers can float back up into the funnel. Re-negotiations, cancelled contracts, or expanded relationships can all occur. They can jump back into the top, rise up from the bottom, or pop into the side of the funnel.
New prospects can do the same, for example, entering the funnel for the first time from the side right at the negotiation stage. In such a case, they’re already armed with information gathered from outside sources like connections with existing customers, and online research.
Success happens when someone on the sales team is able to handle that prospect entering their part of the funnel from any of these directions.
Best Practices for Generating Top of Funnel Leads and Achieving Sales Team Success
The key is specialization. Don’t ask your entire sales staff to cover the entire funnel. It’s incredibly inefficient for each salesperson to do lead generation, and cold calls, and discovery meetings, and contract negotiations, and customer success management. Break the work down.
Boom Demand helps clients achieve this success through specialization by providing our own already-trained teams who can seamlessly integrate into your existing sales organization. We find and generate leads, and our Sales Development Representatives contact them for you. They discover your potential clients and present your solutions. We hand warm prospects over to you and your in-house team to close the deal.
This process allows you to focus on delivering even stronger and more dedicated relationships with your clients as well. Freeing up your sales team from the activities with the highest ratio of time invested to success, like cold outreach, is essential.
Contact Boom Demand today to accelerate all the processes that contribute to your sales team success!