Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Complex sales v0.12

3,224 views

Published on

An overview of how to manage a complex sales process

  • Be the first to comment

Complex sales v0.12

  1. 1. managinga complex sales process
  2. 2. sales funnel
  3. 3. leads sales funnelorders
  4. 4. complexcustomer needs complex sales process
  5. 5. 1 requirements 2 map solutions 3 budget costs a typical 4 configurecomplex sales solution process 5 proposal 6 order
  6. 6. complexsales process workflow model
  7. 7. workflow model milestones - progress indicators - work hand-over points - business rules roles - organization structure - responsibilities - capabilities templates - fill-in forms - document formats - validation rules
  8. 8. workflow model roles industry / business / solution technologymilestones application experts finance experts experts templates1 requirement requirements form2 budget budget costs format3 map solution solutions format4 configure configurator solution5 proposal proposal format
  9. 9. workflow model sharedworkspace
  10. 10. shared workspace people progress reports - milestones completed - business entities - key hand-over info - contact details - who & when - responsibilitiesi information documents - requirements - proposals - solutions - diagrams - budgets - data files - time lines activity log - appointments - tasks - notes
  11. 11. sharedworkspaceprioritized reports
  12. 12. prioritized reportsalerts - when we are stuck - alerts for appointments and tasks - alerts for stuck leads - alerts for unattended customersfunnel - where are we stuck? - idle leads – no sales activity - inactive leads – no progress - inactive customers – no open projectsmetrics - why we are stuck? - velocity – how long are we taking ? - volume – how many leads are we handling? - conversion – success and failure
  13. 13. http://on2.biz sharedworkflow workspace prioritized models reports people milestones i information alerts roles activity funnel progress templates metrics documents
  14. 14. http://on2.biz samplescreen shots
  15. 15. shared workspace pending activity activity pipeline feed progress
  16. 16. http://on2.bizlead = project
  17. 17. - business entitiespeople - contact details
  18. 18. - requirements - solutionsi information - budgets - time lines
  19. 19. - appointmentsactivity log - tasks - notes
  20. 20. - milestones completedprogress - key hand-over info - who & when
  21. 21. - proposalsdocuments - diagrams - data files
  22. 22. http://on2.bizprioritized reports
  23. 23. alerts - alerts for appointments and tasks - alerts for stuck leads - alerts for unattended customers email alert sms alert:
  24. 24. - idle leads – no sales activityfunnel - inactive leads – no progress - inactive customers – no open projects
  25. 25. metrics - velocity – how long are we taking ? - volume – how many leads are we handling? - conversion – success and failure
  26. 26. http://on2.bizwhat next?
  27. 27. http://on2.bizquick start ! - sign-up for a free account - fill in workflow model sheet - start tracking your workflowconsulting - interviews with all stake-holders - advanced customization guide - custom workflow modelimplementation - custom workflow implementation - training sessions - on-going support
  28. 28. contact us ! t. a. balasubramanian http://www.linkedin.com/in/tabbyindia tabbyindia@gmail.com 98200-06823 ashutosh bijoor http://www.linkedin.com/in/bijoor bijoor@reach1to1.com 98201-94408 lira priyadarsani http://www.linkedin.com/profile/view?id=15361895 lira.priyadarsani@webofcomms.com 99712-84441

×