The document discusses how to design a highly effective sales process with four key areas: generating qualified leads, converting leads, maximizing additional sales, and retaining customers. It states that having ability in these areas will maximize sales performance, while weaknesses can hurt sales. The benefits of designing an effective process include identifying weaknesses, clarifying roles, highlighting needed structure, skills training, and increasing profitable sales.

1. How to design a highly effective sales process
Enabling you to increase sales performance at zero cost to the business
Biography Overview
Many companies do not have a clear view as to their sales process. The key to
maximising sales performance is to have ability in the following four key areas within the
Richard Harrison has over 30 years’
sales process:
experience of sales improvement
working across a broad range of 1. The ability to generate leads or enquiries of the right type for the business
industry sectors.
2. The ability to convert leads/enquiries of the right type
His company S T Partnership 3. The ability to maximize sales of additional products/services once an initial order has
specialises in helping companies been placed
radically improve their sales and
customer care performance through a 4. The ability to retain customers of the right type
blend of training and consultancy
If one or more of these criteria are not working effectively, it will adversely effect your
using a series of specialist tools and
ability to maximize sales.
techniques.
He is an Associate at the Lean Benefits
Enterprise Research Centre at Cardiff  Enables you to identify the weakest
University and in 2009 co-authored
Staying Lean which won the coveted link in your process and redesign it
Shingo Research prize. e.g. Quotation process
Richard is a qualified NLP Master
Practitioner  Enables you to clearly identify roles &
responsibilities
 Will highlight appropriate structure
 Will identify need for skills training
 Will increase profitable sales
Richard Harrison
Director
S T Partnership
The process we follow
Map current Root cause Design Identify
Diagnostic
state analysis future state projects