The document describes a complex sales workflow model for managing a complex sales process. It includes milestones, roles, and templates to map the process. It also describes a shared workspace to track progress, store documents and activity logs. Prioritized reports include alerts, funnel reports to identify where leads are getting stuck in the process, and metrics to understand why leads are getting stuck. Screenshots show what the shared workspace and reports may look like. It concludes by describing options for a quick start, consulting, or full implementation of the workflow model and system.

1. managing
a complex sales
process

2. sales funnel

3. leads
sales
funnel
orders

4. complex
customer needs
complex
sales process

5. 1
requirements
2
map
solutions
3
budget
costs
a typical 4
configure
complex sales
solution
process
5
proposal
6
order

6. complex
sales process
workflow
model

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. workflow model
roles
industry / business / solution technology
milestones application
experts
finance experts experts
templates
1
requirement
requirements form
2
budget budget
costs format
3
map solution
solutions format
4
configure configurator
solution
5 proposal
proposal format

9. workflow
model
shared
workspace

10. shared workspace
people progress reports
- milestones completed
- business entities
- key hand-over info
- contact details
- who & when
- responsibilities
i information documents
- requirements - proposals
- solutions - diagrams
- budgets - data files
- time lines
activity log
- appointments
- tasks
- notes

11. shared
workspace
prioritized
reports

12. prioritized reports
alerts - when we are stuck
- alerts for appointments and tasks
- alerts for stuck leads
- alerts for unattended customers
funnel - where are we stuck?
- idle leads – no sales activity
- inactive leads – no progress
- inactive customers – no open projects
metrics - why we are stuck?
- velocity – how long are we taking ?
- volume – how many leads are we handling?
- conversion – success and failure

13. http://on2.biz
shared
workflow workspace prioritized
models reports
people
milestones
i information alerts
roles activity
funnel
progress
templates
metrics
documents

14. http://on2.biz
sample
screen shots

15. shared workspace
pending
activity
activity
pipeline
feed
progress

16. http://on2.biz
lead = project

17. - business entities
people - contact details

18. - requirements
- solutions
i information - budgets
- time lines

19. - appointments
activity log - tasks
- notes

20. - milestones completed
progress - key hand-over info
- who & when

21. - proposals
documents - diagrams
- data files

22. http://on2.biz
prioritized
reports

23. alerts
- alerts for appointments and tasks
- alerts for stuck leads
- alerts for unattended customers
email
alert
sms alert:

24. - idle leads – no sales activity
funnel - inactive leads – no progress
- inactive customers – no open projects

25. metrics - velocity – how long are we taking ?
- volume – how many leads are we handling?
- conversion – success and failure

26. http://on2.biz
what next?

27. http://on2.biz
quick start !
- sign-up for a free account
- fill in workflow model sheet
- start tracking your workflow
consulting
- interviews with all stake-holders
- advanced customization guide
- custom workflow model
implementation
- custom workflow implementation
- training sessions
- on-going support

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