Sales Process Mapping

Enhancement of Sales Results

Implementing Strategy

Sales Process

Tools / Technology

CoreProcess

People•Able•Willing

We have identified that toaccelerate the execution of strategy and success, 3 components must converge:

• Core Process• Tools & Technology to support the core• People able and willing to perform

Sales Mapping ValueProvides foundation for improving effectiveness and productivity.Creates a sales process framework based on:

Top performers Best practices and proven sales methods

Defines roles, responsibilities, & activities Sales team has a clear blueprint to plan / execute from Sales management has a clear process to manage and

coach sales team

Supports and reinforces implementation of sales methods, training, and CRM utilization.Selling effectiveness and productivity greatly improves.

The Sales Equation

$ = (Opportunities) X (Deal Size) X (Win Ratio)

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%(Length of Sales Cycle)

Results are a function of:•Number of deals in the pipeline•Average size of those deals•The average close ratio•Inversely proportional to the sales cycles

The Power of 0.1

$ = 1.1 X 1.1 X 1.1__________________________________________

% 0.9

By improving each component by a mere 10%, the result is the equivalent of increasing the size of the sales force by 50% , without recruiting or paying for a single new person

= 48% increase

Sales Process Mapping = Visibility

You can’t manage what you can’t measure.If you can’t see it, you can’t measure it.If you can’t measure it, you can’t manage it.If you can’t manage it, you can’t improve it.

Establishing Your GoalsOnce you have clarified “what counts” it is important to establish goals that will enable the achievement of desired results.Goals are specific intentions with time frames attached to them.Goals ensure that strategic objectives are translated into actions at every level of the organization.People don’t plan to fail they just fail to plan.

SMART…GOALS

S pecific

M easurable

A ccountable

R ealistic

T ime Activated

Successful Planning

Successful planning is not an accident, it comes from understanding the three key steps involved in work: Decide, Do, and Deliver.

Decide

DoDeliver

Learning

Input

OutputFlexible, Teachable, Correctable

“People don’t plan to fail; they simply fail to plan”

3 Key Steps Involved In Work

Sales Process Activities Defined

Cold Calls = Contact with new prospects or current clients via the phone or face to face, gathering as much account or competitive information as possible, and filling out an output analysis form for each call.

Sales Process Activities Defined

Initial Appointments = Scheduled time for a specific purpose of beginning or moving a prospect or current client forward in the sales process, to the next sales stage.

Sales Process Activities Defined

Presentation = Initial offering of professional information about CCI, it’s products or services, or our business partners. Generally, very global-non specific presentation.

Sales Process Activities Defined

Proposal = Customer-requested specific pricing information with product specifications about CCI products or services.

Sales Process Activities Defined

Demonstration = Proving time for the buying criteria to be demonstrated as it has been represented by sales reps, thus moving the prospects to the point of closing.

Sales Mapping Process Benefits

Improved: Ability to manage and coach effectively Better communication and cooperation Improved selling effectiveness and productivity Pipeline visibility, velocity, and conversion ratios Better forecast accuracy Higher levels of CRM utilization

Sales Mapping Process Questions

How’s business?How do you know?Are you improving?How do you know?

Sales Mapping Process ImpactGartner

“In 2002 we expect a recognition by leading sales organizations, …to formalize, then mandate standardized sales processes throughout the sales enterprise as the precursor to technology. With the process in place, deployments of enabling CRM sales technologies will be readily adopted by sales people. The result will be improved sales productivity, visibility and collaboration as the sales enterprise functions as a cohesive team.”

CRM Sales in 2002 – Gartner’s Predictions, January 7, 2002, Gartner Group

Process Builds Accountability

100%ACCOUNTABLEBecause we have to be…people depend on our products, we depend on our sales team.

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