Sales Resource Planning

Pre-requisite: Sales Process Design

Incorporating data and flows from your new sales process, a comprehensive Sales Resource Plan will include the following deliverables:

• Sales Metrics Design

• Sales Model Development

• Sales Projections & Business Planning

The goal: to develop critical key performance indicators (KPIs) that support future financial decisions, organizational deployment, and sales performance measurement.

Sales Metrics Design

Sales Metrics Design provides the KPI standards for the sales process. Unlike the estimated KPIs for existing sales activities that our analysis produces, Sales Metrics Design works with your new sales process to deliver actual base-level performance measurements for sales as the new process is implemented and performed. These KPIs can later be updated through a new metric planning workshop, or through the actual performance data generated over time.

We load the resulting metrics in eSP and model the sales process to produce the following KPIs:

• Number of leads required for one order

• Sales cycle length

• Sales efficiency index

• Direct and indirect effort each sales and support resource

• Direct and indirect cost each sales and support resource

• Customer profile over time

• Sales yields

• Optimal activity

eSP produces a graphical and a tabular representation of the optimal sales process. This analysis identifies both bottlenecks and opportunities for improvement in the sales process.

Once eSP has defined the metrics, you have the option of holding an "optimization workshop" to further identify high-impact actions. These action plans are created in Market-Partners’ unique 90-day Action Planning Format for coordination throughout the organization. Once those actions are defined, new metrics are loaded into eSP to create new KPI standards for ongoing measurement. <return>

Sales Model Development

Building on the sales process and metrics design, we develop further recommendations for your sales model by focusing on: 

• channel strategy

• staffing plans

• optimal activity

• territory and quota assignment

• support requirements

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Business Planning

Using the sales model development and sales metrics, multi-year business projections can be developed. These projections are developed for each sales process or product/service line. Most importantly, they truly represent an accurate and defendable revenue plan based on realistic sales activity. 

You will be in the enviable position to create solid sales business plans for one, two, three and five year planning horizons. These plans detail revenue sources, resources required, and the costs associated with sales investments, and are evaluated and optimized using comprehensive modeling and what-if techniques. <return>