Digital Selling and Sales Training Journal

What is a sales cycle definition What is a sales cycle? Let us begin by explaining what is a sales cycle and why it is a critical component of any sales strategy. A sales cycle is a map that lays out the step-by-step process that salespeople will follow that maximizes the possibility of a sale.  They can be long (in enterprise sales a year is not unusual) or short (in transactional selling it can be less than 30 minutes). It is the roadmap for a salesperson as they undertake sales activity because it guides them along the path to reach their end destination. Most sales cycles are aligned to the buyer’s journey that a customer follows to buy a product. Understanding the Sales Cycle When sales activity is broken into steps, a business can gather information on where customers enter or leave the buying journey. The success of each step becomes

Sales Funnel - The Digital Sales Institute : The use of a sales funnel allows sales management and trainers to identify what sales activities are posing a challenge in the sales process. A sales funnel is the process a salesperson works to in order to convert prospects into qualified leads or sales. A typical sales funnel will have stages that each sales lead goes through. These funnel stages are based on the steps in the company’s sales process that the salesperson leads the customer through. Why use a Sales Funnel? By implementing and aligning sales activities to a sales funnel , sales management and trainers can identify which stages are posing challenges in the sales process. To also understand where individual salespeople are struggling to progress leads, for use in sales forecasting and measure conversions rates more accurately. The sales funnel should be used as a training and sales tool to give the sales team insights into their prospects or customer’s buying journ