How to Organize and Optimize the Sales Process

Sales process optimization is essential. It makes the internal sales team efficient and boosts sales revenue. Learn how to organize the sales process in the right way.

For instance, a company thinks to build an effective sales process. Initially, It has unorganized data and outrageous regularity across the existing sales processes, even worse, or no sales process at all.

A surge of organizing and upgrading systems demands business experts to build a process and reduce the scope of problems. It results in an efficient sales process and optimization. Business heads observe, deploy, and optimize depending on the projects to coordinate between the customer and revenue team.

So, why and how do we build a sustainable sales process; scale and optimize an entire sales funnel? This article explains that.

What Is A Sales Process?

A sales process is a set of steps to acquire referrals, close deals, and enhance profit margins. Since every business domain has its own set of processes and requirements, it firmly depends on business heads or sales teams how they will take those steps.

In other words, a sales process can be thought of as a road map for sales staff on how to convert leads into clients. If they don’t have a map, the marketing team's efforts in lead-generating could waste.

A standardized sales process can also assist less experienced salespeople in learning best sales practices and what to do at various phases of the sales process. Having a good sales process yields generating more money.

Why Optimize Sales Process

Following are a few reasons why we should optimize the sales process:

More Conversion Rates

Since a sales process acts as a road map for the sales team to be followed to close deals, following a steady sales path makes the entire team more informed and efficient. So, a structured sales route will provide a standardized approach and higher conversion rates.

Increase Revenue

As long as the conversion rate grows, there is an increase in revenue. Compared to organizations not having an optimized sales process or lacking an efficient sales map, B2B sales organizations obtain a boost in revenue with structured sales processes and operations.

Engaging Prospects (Leads)

A sales team can acquire and develop prospecting skills with a structured and prominent sales process. This will result in an increase in revenue for their company. The team needs to understand the whole picture of the sales cycle; after that, working with the marketing team, targeting high-quality customers, and nurturing them will no longer be a problem.

Reduced Sales Cycle

From prospecting to closing, a usual sales cycle can be somewhat lengthy. A proper sales route includes a feature assisting sales representatives in quickly identifying a "fit" prospect that saves time and encourages them to focus on offerings with higher possibilities of closing deals.

How to Organize Sales Process

A practical sales map assists sales and data professionals to capture useful data and close deals constantly. A sales representative can account for following the process’s design to produce desired results;


Most sales representatives do prospecting daily. Prospecting involves identifying fresh, early-stage leads to begin the sales process. Online research is part of the prospecting process.

Prospecting also takes place at conferences or industry gatherings. In addition, sales representatives can ask current clients or coworkers to refer people interested in a specific product or service.

Connecting and Qualifying

The connect step helps assess whether the client is a suitable fit or not. It is referred to as qualifying. This stage entails contacting and asking qualifying questions that help sales professionals determine whether or not a prospect is worth pursuing.

The qualifying step can be done via a telephone call or email. For example, sales reps ask qualifying questions such as “What is your day to day role in the company”, ``What problem or areas are you focusing on”, “What are other solutions the company is providing”, and more.

Research about Company

Sales representatives learn more about each prospect and firm in the research phase. Research allows sales reps to offer more customized and personalized proposals, increasing the chances of a good sale.

Understanding the difficulties and requirements of prospects and providing relevant/appropriate solutions as products or services is tricky in this stage.

To acquire a comprehensive understanding of the business and objectives, sales reps may need to speak with different people at different departments in the company. A competent salesperson should better understand the firm than the particular prospect working there.


Pitching is a time-consuming yet necessary process. It's a stage in the sales cycle when a prospect can be lost. Therefore, pitching can’t be handed over to inexperienced salespeople, especially when the pitch involves members of the prospect's management team.

Depending on the prospect's caliber and management desire, a pitch can be done on-site or through a video conference. Also, one can personalize the pitch or presentation to the prospect's demands.

Handling Objections

Prospects frequently raise issues with the salesperson's presentation and proposal, and the sales team can handle a single or all objections.

After addressing the concerns and queries of prospects, sales reps may provide personalized offerings according to prospects’ demands.

Also, sales reps should identify and anticipate any problems during the research and presentation preparation, whether it's about cost, onboarding, or other aspects of the proposed contract.

Deal Closing

Every salesperson's dream is to close a deal. The sales representative attempts to secure mutual economic benefits for both parties to close the deal. Negotiation, quote delivery, proposal, and counter-proposal are all included between the prospect and seller.

The salesperson is paid a commission on the customer's price, and the account manager typically passes the amount.

In the end, the sales process should be continued with regular communication and reinforcing value to customers.

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