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Five Reasons Manufacturers Need a Sales Process

Five Reasons Manufacturers Need a Sales Process

When you walk the floor of a high-performing manufacturing operation, one of the first things you may notice is that the tasks performed by the team members seem like second nature to them. Everyone and everything is moving in synchronization. And when issues pop up, they are addressed with calculated precision. Successful operations do not rise to that level by chance. Savvy leaders sweat the details of every step in the process. From material receipt, to production, to shipping, everything has been developed to be repeatable and to operate at the most efficient and effective levels.

A successful operating system ensures the organization can deliver the right product, at the right time, at the right price.  It is comforting and reassuring for the leadership team to know they have a process for their operation to perform at the highest level. It is no different with sales.

A defined and carefully crafted sales process can serve as your “Sales Operating System” to help each member of your sales team navigate the best and most efficient steps to the end goal – successfully closing the sale to provide a product or service to the customer. Why is a defined sales process so critical to your sales organization? Read on for five key reasons manufacturing companies need an effective sales process.

With your properly defined Sales Operating System in motion, your sales process:

Utilizes a common language (throughout the entire company) for the sales process and each step along the way so everyone, from operations to finance, has a high-level understanding of the process.

Makes it easier for new sales team members to get quickly up to speed as they learn how to reach prospects and turn them into customers. The sales team needs alignment between customers’ needs and company goals.

Becomes a predictable, repeatable, and scalable sequence of events. Similar to their teammates in production, it removes the guesswork and uncertainty from the process. There is no longer a need to “wing it” and take unproven detours that may or may not enable you to reach your goal at the right time.

Establishes the key metrics that enables the sales team to monitor progress throughout the sales journey. These indicators are the tasks that must be completed and tracked to continue advancing toward the sales goal. Your Sales Operating System will make it clear just how and when to navigate from one stage to the next. In the long run, as tasks are completed, goals reached, and markers passed, your entire sales team can be certain of progress toward the completed sale.

Provides a forecast of future sales activity and revenue based on past ability, helping your sales organization to reach sales goals. It also enables your organization to be prepared to meet market demands.


A successful manufacturing organization exceeds its overall company goals by developing an efficient and effective operations team.  The same should be expected from its sales team.


The best and most reliable Sales Operating System for your company is not an off-the-shelf system.  Your most successful sales process is defined and built specifically by and for your company and your sales team.  Once your sales process is developed, tested, refined and updated as needed, it can keep your sales team on the best and most efficient path to successful sales, day in and day out.


Kerry George

Founder, Principal

G3 Sales Group

kgeorge@salesxceleration.com

913-660-4773

G3SalesGroup

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