Sales Process Automation
An Introduction
by
Ashutosh Bijoor
Reach1to1 Technologies Pvt. Ltd

Topics
Why automate sales processes?
●
Software demonstration
●
What are the challenges?
●
How to overcome these challenges?
●
A case study
●
Questions and Answers
●

Why automate sales processes?

Its all about winning!

As individuals...

...and as a team

What drives the team?

Individuals!

A few great players

can make a winning team!

But

Great players are rare

And sometimes fail

Leading to
Inconsistent Performance

Consistency

Means winning every time!

(or almost every time)

Consistency

Needs a winning process!

A Consistent Process

And a good captain!

A captain
who
knows the players

Manages their performance

Uses the
best team
for the game

Is
ON THE FIELD!

Why automate sales
processes?

Consistent Sales Performance

Sales managers
are
ON THE FIELD
with
ONLINE INFORMATION

Sales calls
●
How many calls are we making per week? Per day?
●
Which customers are we calling?
●
How effective are our sales calls?
●
Tasks
●
Administrative tasks by sales persons
●
Tasks requested by sales persons
●
Collaboration between departments
●
Documents
●
Proposals and quotations
●
Pricing and discounts
●
Customization requirements
●

Sales managers
need to know the
THE SALES PIPELINE

The Sales Pipeline
●
Order closure v/s targets
–
Current open projects
–
Conversion ratios
–
Activity Levels
–
Customer coverage
–
Weighted pipeline (forecasts)
–

Are your managers
ON THE FIELD?

Sales Process Automation

Software Demonstration

What are the challenges?

Managing the learning curve
●
Keeping sales persons on the field
–
Getting up-to-date information
–
Contradictory objectives
–

Change in work culture
●
Resistance to change
–
Operational style
–
Information hoarding
–

Management Structure
●
Change in managerial responsibilities
–
The middle management crisis
–
Re-structuring the sales organization
–

How to overcome these challenges?

Incremental change
●
Too much too soon => no adoption
–

Information optimization
●
Use existing information sources
–
Build bridges to new structure
–

Top-down adoption
●
First managers, then sales persons
–
Incentives to be related to adoption
–
Centralize quality control
–

Ongoing training and support
●
Technical support
–
User training sessions
–
Feedback implementation
–

A Case Study
(APW President)

Scenario in 2003
Fast growing market
●
High turnover in sales team
●
Increasing competitive threat from
●
international players
Decreasing profitability
●
Inconsistent sales performance
●

Approach
Implementation spread over 2 years
●
Integration with ERP and Excel
●
Management training
●
Incentive scheme related to KPIs
●
Ongoing support and customization
●
Centralized management, distributed
●
operations

Scenario in 2007
Consistent sales performance
●
New sales persons easily integrated
●
Additional high-profit product lines using
●
same sales team
Up-to-date sales information
●
All Proposals and Quotations created
●
online
Extending to Collection Management
●

Questions & Answers
Thank you!