5 Steps to Improve Your Sales Process By

Why Improve Sales Process? Drives revenue growth © 2017 Ignite Selling, Inc. All rights

Ignite Selling’s 5 -Step Approach to Improve Sales Process 1. Your organization is unique - getting a custom-made sales process is critical to success 2. Define your Sales Process by the critical milestones that must be achieved 3. Align Sales Process with CRM 4. Leverage the Sales Process as a coaching tool 5. Establish accountability to improve sales forecasting © 2017 Ignite Selling, Inc. All rights reserved. 3

Have Custom-Made Sales Process • Evaluate current process to extract real issues • Change or refine the process by identifying smart sales call outcomes to create critical milestones • Align marketing resources and tools to specific stages of the sales process © 2017 Ignite Selling, Inc. All rights reserved. 4

Define Your Sales Process • Define and adhere to critical milestones within the Sales Process • Prioritize the milestones to accelerate opportunities through your Sales Process • Align marketing tools and other personnel to help achieve your critical milestones © 2017 Ignite Selling, Inc. All rights reserved. 5

Align Sales Process with CRM • Customize your CRM to drive your new Sales Process • Incorporate milestones to assess next steps in the Sales Process quickly • Build accountability to leverage your CRM reports to support coaching of the Sales Process © 2017 Ignite Selling, Inc. All rights reserved. 6

Use the Sales Process as Coaching Tool • Empower sales manager to easily support their reps key opportunities • Identify critical opportunities at every stage and provide coaching accelerate opportunities to close • Assess sales reps ability to achieve critical milestones • Make sales reps self-reliant to drive their own success © 2017 Ignite Selling, Inc. All rights reserved. 7

Establish Accountability to Improve Sales Forecasting • Start from the top management • Hold sales managers and reps both accountable • Focus on milestones and review frequently • Achieve forecasting accuracy of 82% © 2017 Ignite Selling, Inc. All rights reserved. 8

Outcome of 5 -Step Approach • Increased revenue • Effective action plans • Consistent Sales Process • Productive workforce • Accurate forecasts • Less time – High impact © 2017 Ignite Selling, Inc. All rights reserved. 9

About Ignite Selling Inc. • Eight decades of experience in Sales, Sales Coaching and Sales Training • Develops custom sales training solutions • Creators of the Interactive Learning Maps™ for Sales and the Competitive Capstone Simulation™ for Sales • Authors of Premeditated Selling ™ a book chosen by ATD to be “the new way of developing smart sales strategy” • Trained over 10, 000 sales people worldwide • Ignites & inspires teams DOWNLOAD the White Paper to Learn More © 2017 Ignite Selling, Inc. All rights reserved. 10