Article

Madelyn Wilson
Madelyn Wilson 11 July 2018

How to Streamline Buying and Selling Process in a Business?

Streamlining your business' buying and selling process cuts out waste, boosting your finances. Since this is so important, here are some tips to make it happen.

Sales is a fast-paced, dynamic industry that’s continually evolving. Technological advances drive new efficiencies and streamline sales techniques and processes. These sales technologies are driving the selling process and helping sales teams improve their productivity, profitability and reach their revenue goals today. Understanding how they work is important.

How to Manage Sales

Keep your sales team from wasting time on arduous, repetitive tasks (e.g. scheduling appointments, supplying follow-up content, customizing templates, sending out updated proposals). Panda Doc says that CRM with G Suite integration can help your company drive sales and thus increase its bottom line. It’s such a powerful system that sales teams that don’t use it find themselves wasting a lot of time performing admin-related tasks. When you spend all your time here you don’t have enough leftover to spend on your key tasks, which include driving sales, being productive, and making your company more profitable. Fortunately, there’s no reason for these areas of your business to suffer thanks to customer relationship management software which takes admin tasks out of your sales teams’ hands by automating many of these tasks. When this happens your sales team is free to focus on selling. As a sales manager, you can also keep your teams up to speed with the latest sales data and new product information.

Manage Your Marketing Budget

Inc. says the CRM tool focuses on streamlining your inbound sales strategy by giving you the ability to monitor your prospects and customers and collect information that teaches you more about them.

Use Marketing Automation Technologies to Carefully Target Prospective Clients

Businesses greatly benefit from being able to proactively attract people who are a good fit for their products or services. For instance, when you put your sales reps in front of people who are likely to buy your products or services, you’ll watch these people speed right through your sales pipeline and a sale happen rapidly. This is because the sales cycle is shortened, which saves you money in regard to the cost per sale. Of course, this also makes your entire sales process far more efficient and helps your sales reps become more likely to achieve their quota.

Sales Pop says you can’t overlook the role that marketing plays here as well. By having this team produce advertising and content that’s closely tailored to appeal to your buyer persona, you’ll get a better ROI. This speaks to the truth in the old adage, “Appeal to a specific somebody as opposed to a generic nobody.” It’s up to your team to really get to know your buyer persona thoroughly. By taking the time to really get to know the position of the person you’re trying to attract into your sales process, what types of problems you’re able to solve for them, what media they’ll be looking for you in, and the triggers that can initiate the buying cycle for them your marketing will be so well tailored that it’ll fit them like a glove.

Once you create this type of a marketing cycle, Capterra says you’ll have no more hassle when it comes time to distribute leads to your sales team. This is because your lead management technology will organize which inbound leads will go to which rep, it’ll also redirect your leads through a system that sorts and sends these leads out to your reps based on parameters you’ve already established. You can also have your marketing automation technologies take over routing, responding, qualifying, tracking and reporting on leads. This will free up your managers so they can train and develop your sales force and create an encouraging, successful environment for them to thrive in. This technology also makes lead distribution fairer, which is good for morale.

Establish a Formal Buying Policy

Before you can determine what tools you want to use, you need to decide what materials are important for your company’s production lifestyle. You also need to see what services will help support your company so you can better sell your inventory. All of these are things you’ll want to include in your business plan. Here Chron says you’ll also want to include information about the products or services you’ll sell, where you’ll sell them, your sales goals and forecasts, as well as your budget and what benchmarks you’ll use for measuring success. By taking the time to do all this planning you’ll be better equipped to meet your goals.

Besides creating a business plan, you should also create a formal purchasing policy that defines your desired quality standards, volumes, and price points. Funding Gates says you should answer the following questions as you create this plan:

  1. Who has the authority to make purchases?
  2. What are their buying and spending limitations?
  3. What criteria are used in selecting vendors (e.g. quality, shipping times, costs)?
  4. How many quotes will you solicit before selecting a supplier?
  5. What are the acceptable terms for a formal supplier contract?
  6. What’s your quality control process?

The entrepreneur says you should make sure this works by establishing a "purchasing card." This is a single company credit card or account that puts everything, regardless of who buys it, on one bill for easy tracking. You should also:

  1. Publish and evaluate RFQs (Requests for Quotes) when making purchases
  2. Negotiate contracts with each of your vendors on a project, quarterly or annual basis
  3. Track each vendor's performance so you know they’ll deliver your inventory correctly and on time
  4. Make sure the products’ and materials’ quality meet or exceed your own company’s perceived quality before buying them

You don’t want to overlook any of these things because you don’t want to distribute a defective product to the public. Your company will take the blame if this happens.

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