The Sales Productivity Benchmark: Rate your Sales Force Against World Class
Sales Process - Are You Ready to be World Class?
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1 Sales Process Improvement Are You Ready to be World Class? Website Email Phone www.salesbenchmarkindex.com [email protected] m 1-888-556-7338
description
The use of a Sales Consulting firm can help you benchmark your sales force to focus sales training efforts and other sales performance improvement projects. A presentation by Sales Benchmark Index.
Transcript of Sales Process - Are You Ready to be World Class?
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Sales Process Improvement
Are You Ready to be World Class?
Website Email Phone
www.salesbenchmarkindex.com [email protected] 1-888-556-7338
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Objectives
Improve Forecasting accuracy Reduce Sales cycle length Increase Average Deal Size Improve the Win rate (vs. competition and reduce ‘no
decisions’) Increase Selling productivity (e.g. more selling hours) Improve Lead Conversion rate
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Approach
Frameworks Best Practices Benchmarking Voice of Customer Buyer Psychology Focus on Sales Aids
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Phase 1 – Discovery
Phase 2 – Best Practices Re-Design Sales Aids – Call Plan, Opportunity Assessment, Evaluation Plan, Give-
Get Framework, Managing Resistance, Sponsor Letter
Phase 3 – Knowledge Transfer Courseware development Training delivery
Phase 4 – Rollout Measurement framework QBR Audit Assist with CRM improvements Change Management guidance
Deliverables: Training materials, Change management artifacts, performance dashboard
Phased Delivery
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Options
1. Win/Loss Analysis2. Sales Methodology procurement assistance3. Content Standards Guidelines and
Improvement 4. Sales Competitive Intelligence5. Inside Sales Redesign
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Artifacts
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Sales Process#1: Sample Workflow Phase
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Sales Process#2: Detailed Courseware
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Sales Process#3: Coaching Aids for sales managers
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Sales Process#4: Internal formal pre and post call planning
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Sales Process#5: External Sales Aids (to connect to the prospect)
