4 Benefits of Standardizing Your Sales Process

Microsoft Dynamics 365 CRM system is a great tool for managing your sales data and activities, but it's not enough to optimize your sales performance. You also need a sales process that guides your sales team through the best practices, strategies, and tactics for each stage of the buyer's journey.

Why?

“Success comes through sustained effort. (The keyword in that sentence is not ‘effort.’ It’s ‘sustained.’)” -Todd Brison

Because consistency is key to sales success. Your sales team needs to follow the proven methods that your company has developed over the years, based on the insights and experiences of your seniors, experts, and top performers.

Don't just take our word for it. Here are some statistics that show the benefits of having a standardized sales process:

• Sales teams that follow a structured sales process are 33% more likely to be high performers than those who don't.
• Companies with a formalized sales process experience 18% more revenue growth than those with a random or informal process.
• Sales reps who follow a prescribed sales process are 23% more effective at closing deals than those who don't.

Having a standardized sales process can help you align your sales force to your business strategy and goals, better manage and track your progress and initiatives, and create people-independent processes. A sales playbook for Dynamics 365 Sales makes it possible to harness process design, execution, and analysis so your team gets predictably strong sales performance, quarter after quarter. While Microsoft has deprecated their standard D365 Sales playbook feature in favor of their newer sequences capabilities, many customers can still benefit from using a focused and simpler playbook solution that works with D365 to guide their sellers on common sales processes and mentors new reps.

If you aren’t convinced yet, let us break down four main reasons why you need to have a sales playbook for your sales team.

1. Step-by-step actions for each stage