How to build an effective sales system in the B2B segment

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To create a B2B sales system that brings results, we recommend following these 9 steps:

Develop a sales department structure. Determine whether the emphasis will be on division by industry, purchase volume or sales mechanics;

Provide lead qualifications so that sales and marketing have the same understanding of which leads are considered qualified;

Create primary and repeat sales funnels;

Automate feedback collection. It is better for a client to write an angry letter to you than to disgrace him all over the Internet or leave dissatisfied. All negativity should be clustered, so that it is not only easier to work through it, but also to get certain insights;

Implement CRM to automate data collection and minimize manual reporting;

Determine the key indicators: number of transactions, conversions according to funnel criteria, completion of tasks by managers;

Automate the first contact with the client. The response SLA should be no more than 4 hours;

Schedule semi-annual IDP (Individual Development Plan) meetings for employees;

Implement a philosophy of “Don’t work, but be friends with clients.” In the context of generational change, this approach will make it easier to establish strong and mutually beneficial relationships with clients for the long term.