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hi today we are going to talk about sales process management before we get into the details let me ask you a quick question do you have a documented uh you know do you have a documented sales process and a system to manage the process to sell your high value products and services think about it so do you actually have a documented process where you know and and the system to manage um you know all the processes so that you can sell your high value products and services profitably if not then this video is for you hi i'm harish godetti i'm the founder of ecb systems we are a technology consulting firm and i am on a mission to help small business owners scale their business with technology platforms like zoho one and google cloud so that's about me but before we get in dive in i want to share a little bit more about me so that you can really understand why you need to pay attention to this particular uh you know short video that i'm going to share with you today so as i said i'm the founder of ecb systems i spent over 15 years in uh billion dollar technology companies and i started and scaled products and services from zero to really thousands of clients um so right now we are zoho affiliate and partner and i'm also a certified copywriter so that's about me so what do i do i provide digital uh transformation services for small and medium businesses uh we do zoho one uh sales and consulting we do those training um and i also create sales funnels for product companies so that's what i do so now that you know a little bit about me um and why i qualified to actually explain the topic about sales process management i want you to go i want to move forward and share with you um you know what is sales process management so before we jump into sales process management what is really a sales process and do you really need one so sales process is nothing but it's a well-defined and proven method to sell your products and services so what happens is typically even for my organization or my for my business when i started you really don't know what clicks or what method will help you get your first client or first 10 clients right um so uh you know when you crack the code like when you do your sales process whether it's cold emailing cold calling sales funnel whatever it is uh you know once you crack the code and whatever what questions did you ask on prospecting how did you close the deal so all that matters so once you have you know 10 or 15 clients and a certain method is working that proven method should be documented and if you have that that becomes your sales process if you have that well-defined proven method well documented then it becomes your sales process that you can replicate and scale your sales team so that's ideally how you um get your first 100 clients like get you know get 10 find out the sales process that works and then onboard new sales people and scale your clients right so an organization with a structured sales process uh will perform 10 times better than any organization without a sales process so i mean i i'm like conservative saying 10 times but if you look at the gartner research and other research on sales processes and they say that you get a significant returns i forgot the number but i'll share it in there some sometime later but you get times the return you spend on on the on spending time on defining your sales process and stuff like that so sales process what they do what it does is it drives consistency across the team and will eliminate the blame game among the team members um so if you have a consistent you know sales process everyone will follow it so there is no scope for um you know blame game like hey he didn't uh he didn't follow properly or i didn't do this properly or we thought you know something would happen so that blame game will be i mean will be eliminated or reduced to a significant extent and also the sales process will drive consistency everyone will say the same i will give you the same promise so that you don't have disappointed customers later and also sales process will improve the predictable revenue for the business what it really means is you know you have a sales process that works for example your sales process always closes 10 percent of the leads let's just say so if you bring in 100 leads and you can close with your process you can close let's say 10 um so that means you definitely know every engineer who follows this i mean every engineer or sales person who follows that process can close 10 percent of the you know of the of the leads so that is really cool um so it gives you a predictable revenue for the business so you know this quarter how much you're going to make next quarter how much you're going to make because you have all that information um so that's really the key um so that is about a sales process now let's understand what is sales process management um it's nothing once you have a the biggest you know the you know the heavy lifting is really getting the sales process done and once you have a sales process you need to have a system to enforce the proven sales process that you have defined um i i am saying system be cautious system is not software all the time it can be anything so i mean you should have a system to manage the sales process that you have defined so the three main criteria i recommend are to use when you pick a system uh to manage your sales process are um you know here are the three things that i recommend and this the system that you will you want to use uh must have the ability to help you scale your business from where you are to where you want to be let's just say this year you want to get from one client or two clients to on you know 100 lines your system should be able to help you get there so that is number one the system should help you scale your business the second thing is must be easy to use otherwise trust me no one will use it so what happens is you mean people don't like change so when you introduce a new system and that itself will create a conflict among the team members and when you actually go ahead and you know if it is even harder to use even if it's not easy to use uh forget it so you order whatever you try to implement will never work um so it should always be easy to use and then mult must the the system must provide multiple ways to increase the probability of a successful sale so you did all the hard work to document the sales process and you are trying to find a system that will you know that to use it and if the system can't increase the probability of you know of a sale then you don't need to invest in it or you don't need to invest your time or money into the system so it should give you a multiple ways to improve the probability of the successful sale so the typical pro i mean if you don't have any system you're calling or you're emailing or doing something all right you have a process and you know you get closing 10 percent with the new system it should increase the probability of a successful sale meaning it should help you get to a twenty percent close or a fifteen percent close right uh closure rate so that that you know those are the three criteria that i really um you know strongly recommend you think about when you pick a system so next i want to share some common options for the sales process management so one thing is a good old excel so nothing can beat excel if you're a small business if you are like you know you're just getting started um nothing can beat the good old excel so a lot of you know a lot of businesses start using use excel to stay to store their client data um and yeah it does its job um so it's not a problem um so then so the next thing is uh so the next thing is a table so if you're not familiar with a table a table is i mean it's pretty much like excel but it's a it's a cool product and that's available out there so i recommend you check out airtable um so you know it has some you know basic crm templates and stuff like that it's a cool tool you can you know try it for free the free stuff should get you uh you know should help you get started because it it is pretty robust um so a table is another option uh finally uh crm customer relationship management software if you are really serious about scaling your business and getting taking it to the next level uh a crm is is what you need um so since i am a zoho one uh partners i strongly recommend you to use zoho crm um so i in this video i'm not going to you know boast about the crm capabilities though i really want to uh it is one of the best out there for small businesses given the uh you know the the low price it has and so you know that is um that is one thing so i recommend if you are looking into crm do uh consider zoho crm so this video is about you know what is sales process management is and how you can get started um so since you want to get started i have a very exclusive offer for you so the offer that i have is not just soho crm i'm gonna give you a free zoho one implementation for a limited time so yeah this is like a very um you know very limited offer because we can't take on more clients uh right so we have only a certain number of team members who can handle a certain workload so we are giving it a very limited time offer where you get my team gets to work with you and uh implement uh 17 different applications that that can run your entire business on zoho one so that's the free offer that we are offering for a very limited time um so because we want to scale our business rapidly um so if you want if you're really interested and i do recommend to give it a shot so the link below is where you need to get to and don't worry the link will be in the description as well um so take this offer and get started with zoho one uh you know it's just you know there is no obligation uh right so get started and see if this works for your business and if not just you can end the free trial right so so gives you a 30 free trial so if it will be done in you know couple of days or three days and you can use it and see if that works for you if not just leave it so that is um that is about this video where i'm talking about where i spoke about the zoho um sorry sales process management so this channel is all about helping you grow your business so do subscribe to this channel and help me serve you better thanks for watching this video and we'll talk soon bye