Sales Process Design

Sales Process Design and Deployment

A properly designed sales process is a complete system based on the customer’s journey, supported with appropriate measures for daily management and evergreen improvement.

Sales process design and deployment can be a fundamental design or redesign of the entire Find, Win, and Keep process. This approach is appropriate when small fixes have not worked, or when there is a need to rethink the entire sales funnel instead of piecemeal solutions. Young companies, or those with new product launches can especially benefit from this clean slate approach.

In other instances, the client requires only to fix certain elements of their sales process. In these cases, we often help clients select the most useful options from a menu of effective workshops and development techniques, such as:

• Sales VOC (Voice of the Customer)
  Gather hard data around your customer’s journey so you can sell effectively
• Sales Operating Audit
  Assess your sales production measures, and the costs of leads and opportunities
  Establish a baseline for performance improvements, gain support of the CFO
• Customer Value Mapping
  Enable everyone in your organization to understand and communicate customer value
• Qualification Criteria Development
  Find measurable characteristics of sales opportunities that are > 90% predictive
• Direct response internet marketing (lead generation)
  Help marketers learn to attract more of the right kinds of prospects now and in the future
• Sales skills and training program design
  Involve sellers and marketers in creating the process and measuring it.
• Deployment, implementation, and field coaching
  Engage sellers and marketers in great performance – and help them sustain it.

If you think we might be of assistance to your company, please inquire here.