Sales Process - Are You Ready to be World Class?

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The use of a Sales Consulting firm can help you benchmark your sales force to focus sales training efforts and other sales performance improvement projects. A presentation by Sales Benchmark Index.

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Sales Process - Are You Ready to be World Class?

  1. 1. Sales Process ImprovementAre You Ready to be World Class?<br />
  2. 2. Objectives<br /><ul><li>Improve Forecasting accuracy
  3. 3. Reduce Sales cycle length
  4. 4. Increase Average Deal Size
  5. 5. Improve the Win rate (vs. competition and reduce ‘no decisions’)
  6. 6. Increase Selling productivity (e.g. more selling hours)
  7. 7. Improve Lead Conversion rate</li></li></ul><li>Approach<br /><ul><li>Frameworks
  8. 8. Best Practices
  9. 9. Benchmarking
  10. 10. Voice of Customer
  11. 11. Buyer Psychology
  12. 12. Focus on Sales Aids</li></li></ul><li>
  13. 13. Phased Delivery<br />Phase 1 – Discovery<br />Phase 2 – Best Practices Re-Design<br /><ul><li>Sales Aids – Call Plan, Opportunity Assessment, Evaluation Plan, Give-Get Framework, Managing Resistance, Sponsor Letter</li></ul>Phase 3 – Knowledge Transfer<br /><ul><li>Courseware development
  14. 14. Training delivery</li></ul>Phase 4 – Rollout<br /><ul><li>Measurement framework
  15. 15. QBR Audit
  16. 16. Assist with CRM improvements
  17. 17. Change Management guidance</li></ul>Deliverables: Training materials, Change management artifacts, performance dashboard <br />
  18. 18. Options<br />Win/Loss Analysis<br />Sales Methodology procurement assistance<br />Content Standards Guidelines and Improvement <br />Sales Competitive Intelligence<br />Inside Sales Redesign<br />
  19. 19.
  20. 20. Artifacts<br />
  21. 21. Sales Process#1: Sample Workflow Phase<br />
  22. 22. Sales Process#2: Detailed Courseware<br />
  23. 23. Sales Process#3: Coaching Aids for sales managers<br />
  24. 24. Sales Process#4: Internal formal pre and post call planning<br />
  25. 25. Sales Process#5: External Sales Aids (to connect to the prospect)<br />

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