Client Overview: A prominent retail company in Romania operates six showrooms spread across major cities (Bucharest, Cluj-Napoca, Iasi, Timișoara, Oradea, Constanta). The company has a team of 15 sellers distributed among these showrooms. The client needed a cohesive sales framework to enhance team performance, unify sales practices, and improve overall sales effectiveness.
Objective: To create a clear sales process and a comprehensive sales manual tailored to the unique needs of the company, involving the input and expertise of the existing sales team.
Steps Taken:
Initial Consultation and Assessment:
- Conducted an initial consultation with the company’s leadership to understand their vision, goals, and current challenges.
- Performed an assessment of the existing sales processes through interviews and surveys with the sales team members and showroom managers.
Sales Process Design:
- Collaborated with the sales experts within the team to identify key sales stages: prospecting, initial contact, needs assessment, presentation, handling objections, closing, and follow-up.
- Defined clear, actionable steps for each stage to ensure consistency across all showrooms, including a common dress code for the team.
Framework Development:
- Created a structured framework outlining roles and responsibilities, key performance indicators (KPIs), and best practices.
- The company already had integrated tools and technologies already in use. Together we streamlined the processes.
Sales Manual Creation:
- Worked closely with sales team experts to draft the sales manual. This included detailed guidelines on customer interaction, product knowledge, sales techniques, and troubleshooting common issues.
Training and Implementation:
- Organized training sessions in each showroom to introduce the new sales process and manual, ensuring all team members understood and were comfortable with the new practices.
- Included real-world scenarios and role-playing exercises to help sellers apply the concepts in practical settings.
- Provided ongoing support through follow-up meetings and feedback sessions to address any issues and refine the process further.
Monitoring and Feedback:
- Implemented a system for regular performance reviews to monitor the effectiveness of the new sales process.
- Encouraged continuous feedback from the sales team to make iterative improvements to the framework and manual.
Outcome:
- Increased sales volume with 50%, year-on-year.
- Improved sales consistency and performance across all showrooms.
- Enhanced customer satisfaction due to a more professional and unified approach.
- Increased sales team confidence and effectiveness through clear guidelines and comprehensive training.
Conclusion: By involving the sales team in the creation of the sales process and manual, we ensured the framework was practical, user-friendly, and tailored to the company’s specific needs.
Calin Grigorovici and Darius Popirtac are available to discuss similar solutions that fit your team needs.
