How to Formalize and Segment the Business Process? | Brian Bonar

Posted 2 years ago in BUSINESS.

The advantage of this approach is that it increases the turnover and optimizes the profitability. Brian Bonar shares essential tips for formalizing and segmenting business processes.

How to Formalize and Segment the Business Process? | Brian Bonar

It is often much more effective to cut it into different phases than to distribute these phases among several people according to their skills and motivation. It allows productivity gains, and each salesperson works on a single type of task, for which one will gradually gain experience, speed, and efficiency. It is better to have a great experience with Brian Bonar as a great life coach. It is essential to monitor things according to the needs of a business process. It is necessary to keep things under control. Sometimes things do not match the process of establishing things.

There are many things that one needs to take into consideration to improve the business processes. One of the many things is a necessary consideration to the sales process. It is important to breakdown the processes into five phases:

  • Identification and selection of prospects
  • Make an appointment by video or by phone
  • Conducting interviews
  • Development of the commercial proposal
  • Presentation of the proposal

The objective is to assign each of these phases to a team member without exceeding two phases per person. It makes things easier to have control. Sometimes things can make unnecessary changes in a person’s life. Brian Bonar shares essential tips for formalizing and segmenting business processes. 

Improve Business Efficiency

Did you know that the average conversion rate for salespeople in the BtoB sector is around 10%? This amounts to saying that  90% of the working time of salespeople goes for prospecting that does not materialize. It is possible to significantly improve this result by aiming for an average success rate of 30% on commercial proposals, even in BtoB, which is a desirable minimum. Therefore, recruiting new salespeople to stimulate growth is not useful because the team in place has room for improvement with equal human resources. There are several ways to achieve this result:

  • Review the quality of targeting of actions and the efficiency of commercial prospecting
  • Support the team over the long term through discussions on their business practices
  • Coach the team manager in technical sales management
  • Beyond business training, ensure they receive the necessary training for communication and influencing skills

The advantage of this approach is that it increases the turnover and optimizes the profitability, which would not necessarily have allowed new recruitment. It is a matter of evolution theory. One should not overlook the need to adopt change when making things easier. Change is the part of improvement, suggests Brian Bonar.

Technical Writer

Living in United States

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