Sales Process Services

Our experience and research has found that most unrealized expectations in sales performance have little to do with lack of skills or activity. The problem is how these skills and activities are

·         coordinated with each other, and

·         aligned to the overall purpose of the business:

to create and keep a customer

The first step is to move from ad-hoc sales activities to a repeatable and sustainable sales process that drives sales and gets results. Market-Partners offers three services to effect the change to a process-centric sales organization:

Sales Process Design

The objective of Sales Process Design is to develop:

a logical sequence of activities

… that is consistently implemented

… from prospecting through to closing

The Outcome

1.      You determine the unique value you can deliver to each customer

2.      You differentiate yourself from the competition

3.      Your customer buys

 

A successful sales process must answer the following questions:

  • What are we selling?
  • Who are the target buyers?
  • How do we sell?
  • What are the principle activities in developing a sales opportunity?
  • What is the optimal sequence for these activities?
  • What should happen at each of these major steps?
  • How do we know that each step is complete?

The resulting sales process is accompanied with implementation training and roll-out activities to ensure a consistent language and approach throughout the organization. <return>

Sales Process Analysis

Sales process analysis services provide senior management with initial estimates of sales KPIs prior to change. The analysis include estimates of existing:

  • Sales cycle length
  • Selling and support effort required to close a single order
  • Selling and support cost required to close a single order
  • Number of leads required to achieve one order
  • Maximum theoretical yield for one sales professional in one year <return>

Sales Performance Tune-up

Depending on the sales cycle length, within 3 to 6 months of implementing the new sales process a sales performance tune-up can be performed. Subsequent tune-ups can take place on a quarterly basis.

The sales performance tune-up uses data collected during actual performance of the new sales process. With modeling tools in eSP, the Market-Partners consultant analyzes the KPIs of the sales model in the following domains:

  • Sales cycle length

  • Close ratios

  • Average order size

  • Performance against the planned sales process:

  • By step

  • By product/solution/industry

  • By sales territory

The resulting management report includes “what-if” analysis and action planning to address the opportunities discovered. <return>