Sales Process Mapping

Eighty percent of the revenue at typical organizations is generated by 20 percent of the sales force. While most sales leaders know who their top performers are, they are challenged to develop the members of their team who make up the middle of a typical bell-shaped performance curve. The key to improving sales effectiveness across the entire organization is the institutionalization of best practices into a scalable, repeatable, and sustainable process.

The method to approach such uneaven performance curves along the sales force is by eihter applying a methodology of performance optimization or using the alternative sales process mapping. Both can be related to each other as they use similar ideas to reach the goal of improoving general sales or team performance.

Sales Methodology Experts' consultants assess, map, redesign, align, and integrate the organization's sales processes based on top performers and best-in-class sales methodologies developed in more than 500 customer engagements. Services include a focused assessment and set of recommendations to improve the sales process based on best practices and proven performance.

The deliverables include:

• Executive Summary Report outlining gaps and recommendations for improving the sales process, forecast accuracy, and utilization of Executives and Sales Management
• Sales Process Summary Overview and detailed process maps that:

1. Define the key selling stages exit criteria
2. Document selling best practices at each key stage
3. Define roles and responsibilities for each selling activity
4. Align the supporting selling methodology, skills, and tools
5. Define inputs into a CRM/SFA software tool

As a result, the sales organization will have a common framework to:

• Develop account/territory plans to identify prospects and create new revenue potential
• Improve pipeline management and reduce sales cycles
• Better assess opportunities and increase forecast accuracy
• Manage opportunities to improve win rates and lower the cost of sales
• Improve management effectiveness and resource allocation

Technology

Utilizing technology-enabled selling tools is rapidly becoming an integral part of a salesperson's daily activities. However, in order for a salesperson to use these tools effectively, the sales methodologies used must be fully integrated into the software application.

Always depending on the companies budget and willingness to set up a powerful sales support system there are many tools to do such. Some companies apply a sales/lead system such as SUN, Siemens and others. This a ticket system to allow tracking of leads and report a value of lead opportunity success.

This can be expanded to solutions offered by Peoplesoft or Siebel. Siebel is currently one of the top performers in the CRM market. Looing at their products and best practice approach you can understand why they are so successfull.

As part of Siebel Systems, the world's leading provider of technology-enabled selling tools, Sales Methodology Experts has fully integrated its opportunity, account, and partner management methodologies into the world's leading customer and partner relationship management applications.

Delivery Options

Sales Methodology Experts offers its opportunity, account, and partner management solutions as both public and private workshops in order to meet the sales effectiveness needs of customers of all sizes. This approach enables Sales Methodology Experts to offer its solutions to a single individual or thousands of individuals from the same organization.