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Given the turmoil in global financial markets during the past few years, it is critical that sales teams continue to engage with their clients in a meaningful way. A sales process helps advisory teams establish agreed upon standards for client engagement. Does your team have a sales process?
It should be a simple, repeatable process that sales leaders and the sales team own. The process should help sales leaders on-board new hires and assess team members over time. We believe the message should be clear and concise—your process should have no more than six steps. Avoid technical language—it tends to confuse rather than clarify. Share examples to illustrate the relevance of the process, relate how this process benefits the team and clients, and be clear about your expectations.
We believe having a clear, verbal summary of the sales process is important. The graphic below helps to illustrate the process.
For illustrative purposes only.
Workshop to help you build business and drive sustainable growth in advisor practices. Contact your GSAM representative for more information.
