How to control your business operation: the ultimate blueprint

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If you are a sales manager or director, then you are here because you want to know definitively how to control your sales operation, right?

And I'm here today to tell you that it's easy, if you do it smart!

First, we need to understand what this control of the commercial operation would be.

To that end, I want you to ask yourself: did you finish 2022 knowing exactly where your team failed and what their strengths were throughout the year?

Well, if so, you're already halfway there and you can use this blog post to improve your audits and critical analyses.

But, my friend, if your answer is no, then you are in the right place!

Keep reading and learn how to control your business operation!

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Understand how your business structure works


First, you have to understand how your team's sales process works .

I mean, all the stages that your potential customer goes through until they become a sales opportunity and convert to a closing.

These steps are called macroprocesses and, to be honest, you have to have this journey on the tip of your tongue!

But, for the lead to move from one level to another, your salesperson needs to complete some pre-defined tasks with them, right?

All these small actions that, together, make the path from one stage to the next, are called subprocesses of your commercial structure.

To illustrate, understand that the macro would be prospecting and the subprocesses would be contact attempts, connected lead engagement, qualification, baton passing, scheduling confirmation and post-meeting.

The point here is for you to understand that all these tiny details must be mapped out so that you and your team have clarity about the process!



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Define the indicators that will measure your sales process


Can you believe that 95% of sales managers don't trust the data they have?

Basically, nine out of ten managers have no control over the sales process !

Therefore, be that one manager among ten who defines KPIs for each of these macro processes and subprocesses that I presented to you in the previous topic!

I mean, if you need the contact attempt numbers, you must have an indicator (KPI) that tells you what volume your team does per channel, for example, and the result this is generating.

And you have two ways to define what these indicators will be:

First of all, you can look for a sales management tool , as the data is properly stored within it.