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Then, we created a hands-on training program that would not only imitate the sales process for reps before they actually begun selling, but also allow them to experience our target customers painpoint. So a large part of our training program involves making reps create their own website and blog, and then drive traffic. This exercise allows reps to better consult potential customers in the future. We also use exams, certification programs, and presentations to measure each reps performance. After employees are onboarded, we continue tracking their progress throughout the various stages of our sales process. The primary criteria we look at include: leads created, leads worked, demos delivered, and leads won.
Then we measure these criteria against each other to create ratios such as leads created to leads won. We track each stage in the process so if a rep is struggling on any particular metric, we can dig deeper to understand why thats the case. Before padelford took over the sales process at Shopify, sales reps would manually log phone calls and emails into the crm, consuming five hours of a reps time each week. With a salesforce of 26, that added up to 130 wasted hours per week. Realizing this misuse of time and capital, padelford led Shopify to adopt the free hubSpot crm. With the crm, sales reps are able to receive notifications when prospects open their emails, click links, and view document attachments. They also have access to over 19 million prospects using the prospecting tool as well as detailed information such as estimated revenue, number of employees, suggested email addresses, and so forth.
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Sales strategies can include, but are not limited to: a detailed plan of best practices and processes set out by management, from how to research and qualify prospects, cold calling, pitching, moliere and the sales presentation, to closing techniques and account management policy. There are two primary types of sales strategies: inbound and outbound. In outbound sales, the legacy system of most sales teams, companies base reviews their sales strategy on seller actions, they rely on manually entered data to monitor the sales pipeline and coach their salespeople, and they run sales and marketing independently, creating a disjointed experience for. In inbound sales, the modern methodology for sales teams, companies base their sales process on buyer actions, they automatically capture seller and buyer data to monitor the pipeline and coach salespeople, and they align sales and marketing, creating a seamless experience for buyers. Traditionally, buyers suffered through evaluating a product and deciding whether to buy it with only information provided to them by the seller. Today, all of the information needed to evaluate a product is available online and buyers are no longer dependent on the seller. Again, the first step we took was to define the sales process that we thought would be most successful. We outlined our unique value proposition, target customer, competition, most common objections, product features and benefits, and so forth.
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