Workflow: How to Shield Your Sales Structure

Sales Structure

Personally, I’m Bruno, Partner Success at Reev, today I’m going to talk to you about a very interesting topic, Workflow in the business process: a way of thinking and organizing the work that can bring countless benefits to you.

Browse the content

  1. Video Transcript
  2. Workflow Definition
  3. Workflow Advantages
  4. Tips for creating a workflow in your routine
  5. Sales Manager Tips
  6. Conclusion

Video Transcript

Or, if you prefer to listen, just listen on our Soundcloud:

Reev & Outbound Marketing · Home Office Friday #104 | Workflow: How to Shield Your Sales Structure

Workflow Definition 

To start talking about Workflow, we first need to define it, the definition is very simple, it is a pre-defined workflow, that is, an organized and defined way according to processes and steps to execute a certain assignment.

Once the workflow is well defined, it is necessary to think about its benefits for those working in the sales area, such as SDR, salespeople, managers, and the first point is a considerable moment of productivity.

Because once you have your processes well defined you have a workflow, a workflow to follow.

You don’t spend your energy and your time making some decisions about how it should be done, you just follow that workflow and do your job as best you can.

Workflow Advantages

Over time, you improve this process, each time it passes, each time you run this cycle, you improve it, that is, your productivity is constantly evolving.

In addition to increased productivity, we also have greater use of leads throughout the funnel, because once you have your process well defined.

You can check your bottlenecks, see where you can make specific improvements, implement those improvements, and increase your efficiency over time and across the funnel.

Another advantage is a higher connection and conversion rate, like SDRs, sellers are not spending time on some activities, time that was saved due to this well-defined workflow, they can customize more.

Thus dedicating time to personalize their emails, their contacts and with this, they get better rates of both connection and conversion.

Another very important point, especially from the manager’s perspective, is better visibility of information, the sales team having a well-structured workflow, having its processes well defined, is able to better measure results and, on top of that, make its improvements, identify bottlenecks and implement changes he wants.

We must also mention a lower turnover of salespeople, SDRs because when a new person joins the team and this team already has its processes well defined, this person’s adaptation is easier and he is able to achieve his results in a way faster and better.

So she is happy with her work with its results and stays on the team longer

The last advantage I will mention, but there are others, is the predictability of performance, when you have well-defined, well-structured processes, you repeat them daily, weekly, and improve them.

At some point your future results become more predictable, you only have to gain from it.

Tips for creating a workflow in your routine

So let’s go to some tips on how SDRs and vendors can create a routine workflow to achieve these aforementioned benefits.

1. Organization of tasks

The first tip is to organize your recurring tasks, everyone has tasks that need to be done every day or weekly or at the beginning of the month.

So the first step is to organize them, set a very specific time to perform those tasks and so you don’t have to worry because everything will already be defined.

2. Priorities

A second very important point is to define your priorities, we can define the priorities for the month to start, we can also set priorities for each week and especially priorities for each day.

We spend a lot of cognitive effort deciding what the next task will be, so set aside a time of day to plan for the next day or week.

By clearly establishing our priorities, we are able to verify our efforts in a more productive and efficient way.

3. Well-established schedules

The third tip for SDRs and sellers comes from a very famous book, Fanatical Prospecting, in it, you will find the Golden hour, which are the hours of the day that you reserve to perform your activity that brings the most return for you.

So if you are SDR and you have to do prospecting, what brings more results will probably be called, so you reserve a time of your day, probably the time you are most efficient and at that time you will only make calls.

This greatly increases your productivity, so at this point, you turn off all the possible distractions you may have and do only that main activity, you will see how your results will improve.

4. Avoid Multitask

The last tip I bring to SDRs and vendors is to avoid multitasking, sometimes we have the illusion that we are productive doing a million tasks at once but that’s not true.

So do one task at a time, if you have to send an email once, set aside a time of your day to send an email, leave the other things aside and then in a separate time you do them.

When we are switching too much between one task and another our brain is wasting energy switching focus between these activities and ultimately our productivity drops and our workflow and work process suffer.

Sales Manager Tips 

Finally, some tips for the sales manager:

1# The first, the most important in the macro context of the company, have your sales funnel well structured and well defined.

Many companies still don’t have a sales funnel, and this is critical to all other issues and other aspects of the company’s sales.

The first step if you are a manager and your company does not yet have a sales funnel is to establish a well-structured, well-defined sales funnel, with each step, knowing what each step is, and how the lead passes from a step to step, who is responsible for each step.

This sales workflow is fundamental and impacts all company results so first of all define your sales funnel.

2# Once you have your sales funnel structured and well defined, the second step is to create the cadence flow for each step of this funnel, here on our blog we have several contents that can help you create these flows.

3#  Once you’ve created your flows for each step in the funnel, create triggers between them.

So you have, for example, your prospecting flow, and then you create the trigger as follows: if the lead responds that it is to contact him in 3 months, after 3 months he will be sent to a resume flow.

And then I’ll try to get in touch with him, but how to do that? so you have to have a tech right on your side like Reev.

4# Another very important point is to create playbooks for your entire sales team, create specific playbooks for SDRs for closers, an SLA for the sales marketing team describing the main processes and all the workflows.

This helps a lot to manage and maintain consistency and to have more results and more predictable results.

5# Last but not least, once you have a sales workflow, you have your processes well defined, you have to constantly evaluate them and make improvements.

Fix what’s wrong, expand what’s working, and with that your results over time will grow a lot and will become more predictable and you will achieve all the benefits mentioned above.

Conclusion

I hope that with this text you can create a Workflow for your team, improving your company’s sales process!