Processes: 4 steps to be successful with yours

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At Hackeando Processos, we work with the 3 pillars of sales: Processes, People and Technology.

Each of these elements is essential for a company to have a successful commercial sector.

So, let’s start a series of articles covering these topics to help you boost your sales!

Today's text is about the PROCESSES pillar . Come read it!

Processes

What are Processes?
According to the Portuguese dictionary, Dicio , process is the “ way of doing something; procedure: creation process. Continuous and prolonged action, which expresses continuity in the performance of a certain activity .”

In other words, in sales, the process is the model of Malaysia telegram data actions that the sales team will follow to achieve its objectives.

The process also encompasses the sector's rules and activities that must be carried out by each professional and, therefore, it is very important that the team has a material as a guide to the Process, called a Playbook.

The lack of direction harms the performance of pre-sales and salespeople. Therefore, structuring a Playbook and sharing the process with the team makes people know what to do and how to do it!


Playbook:
The playbook is a document that contains a step-by-step guide to a company's sales process and aims to guide the actions of professionals in the area at each stage of the funnel.

Through it, salespeople and other employees will be able to read in detail what they must do in their roles.



A playbook should contain:

– Company mission, vision and values;

– Detailed description of the activities carried out;

– Relationship between teams from different areas, such as marketing and sales;

– Techniques and standards for approaching customers;

– Metrics and KPIs.



Characteristics of excellence processes
A good business process should have well-defined roles, clear rules and should be taught to all team members.

Furthermore, it must be scalable, that is, it must accompany the company in its growth, adapting to demands.

Indicators and metrics are also fundamental elements in a good commercial process, since it is necessary to monitor the results to change and optimize points for improvement.

Finally, the company must have clear expectations regarding the implemented process, making its results measurable through different methodologies.