Sales Process

Implement best-practice sales process and become a World Class Sales Organisation

Sales Psychology Australia has expertise to design your firm’s unique sales process and document best practice sales behaviours and selling skills across each step of the selling process.

To design and document your firm’s unique sales process we bring together your company’s Sales Management brains trust for a preliminary planning workshop. During this planning meeting, we focus on identifying core-selling tasks and key sales objectives. At the end of this planning day, we have mapped the core-selling tasks and main objectives that deliver the linear sales process meta-model. We then conduct a further series of mini-workshops, usually over a two-month period to identify the strategies, skills, objectives, tools and metrics that underpin each stage of the sales meta-model or process. Depending on the complexity of the sales process, the entire design, mapping and documentation process takes anywhere from 1 Day to 20 days to complete.

Mini Case-Study

A leading Australian Petroleum Distributor faced the challenge of how to integrate and manage a new line of business involving Industrial lubricants into the existing petroleum business. Auditing and documenting the Industrial lubricants sales process, distinguish sales tasks that could be performed by the existing sales teams, versus sales tasks that would need the attention of a new group of product specialists. Mapping the sales process helped this customer to quickly restructure their sales team, efficiently enter new markets, and minimise disruption of service to existing customers.

“I would like to quickly say to you Andre that you have a special gift in that you are blessed with the rare ability to “Teach” and understand the different types of people who surround you at any one time. I personally thought Wednesday was fantastic and not the usual rubbish you often listen to. If only some of these company owners knew just how much you have to offer and how you can benefit their organisation Andre. My team were so impressed and totally embraced your teachings – I look forward to rolling this exciting program out over the next 6 months and implementing work manuals, training manuals, KPI measuring systems, etc. Excellent work and expect quality referrals from us.” Rodney Brown Managing Director - CHASE COMMERCIAL