At times many sales leaders face the problem of restructuring sales process

1. 4 STEPS TO RESTRUCTURE YOUR SALES PROCESS.
IN YOUR CAREER, YOU MIGHT HAVE TO
RESTRUCTURE SALES PROCESS.

2. HOW TO RESTRUCTURE YOUR
SALES PROCESS.
ISN'T SALES A CASCADE OR SEQUENCE OF
ACTIVITIES THAT LEAD TO OUTCOME.

3. DETERMINE KEY SALES
ACTIVITY.
SALES ACTIVITY. REASULT
Call Prospect receives the call.
Schedule walk-in Prospect visits Center.
Have career related discussion Prospect evaluates job options

4. THINK ABOUT IT THIS WAY.
• What does it take for the first step of the buyer's
journey? An inside sales person has to pick up the
phone and call that prospect. Do this with every
step of the process.

5. BREAK DOWN YOUR SALES
PROCESS INTO METRICS.
Sales activity Sales KPI
Call leads Calls
Ask for conversations
No. Of conversation
which is 2 mins plus
Schedule walk-ins No. Of walk-ins

6. SALES KPI ARE MIX OF TWO
DIFFERENT TYPES OF MEASUREMENTS:
• Short term goals: KPI that are controllable right
now. If changed, they can affect future results.
• Long term goals: KPI that are long term and is
dependant on achievement of short term goals
like amount of order closed.

7. A GOOD FORMULA
• Assign 3 short term goals ( activities) and 1 long
term ( result) KPIs to each person.