In two intense days, Justin Roff-Marsh will help you and your senior team to design your optimal sales function—and build a plan to transition you there.
You don’t need a SDW
If you want to implement SPE in your organization, you don’t need a Solution Design Workshop (SDW). But if you’re in a hurry — if you want to get to the end-state quickly, with minimal risk — then a SDW makes a whole ton of sense.
Let Justin be your guide
Justin will travel to you and run an intense two-day workshop with you and your senior team. After the workshop, he’ll package the findings into a comprehensive document and review this with you in a formal presentation. The workshop outcomes will be detailed enough to enable you, or one of your senior team members, to implement SPE with little or no external assistance.
Comprehensive, practical and downright ingenuous
Justin has been facilitating these workshops for more than 20 years. This makes him pretty good at running them. It also means there are few challenges he hasn’t seen before.
The Solution Design Workshop is designed to answer the three most critical questions your organization is likely to have about Sales Process Engineering:
- What will the sales process end-state be (how should your sales process be designed, resourced and managed)?
- How will you get there (how should the reengineering initiative be structured)?
- What will the financial impact be (cashflow and payback time)?
Additionally, the process is designed to bring your senior team into alignment around this important initiative. After all, they are far more likely to get excited about executing a plan that they have built themselves.
Day One: Strategy
On day one, Justin’s objective is to design the optimal sales function for your organization. This is the strategy part. He’ll peel away the layers and challenge every preconceived notion you have about your sales function. He’ll ask what would you do differently if you had to start the sales function again from scratch — no existing sales people, no existing sales and marketing process — just a great product wanting to get to market!
This will lead to some serious thinking, some strenuous debate and the sacrifice of the odd sacred cow! The end result however, will be the skeleton of a sales process more elegant, more efficient and way more effective than you ever imagined possible.
Day Two: Execution
On day two the focus is execution. How to transition to this end-state as rapidly as possible, without doing harm to your profitability along the way.
In doing so, Justin will consider the practicalities of making such a magnitude of change. He’ll map out what positions and skill-sets are required in your new-look sales function (who can do what and what new skills you need to bring in).
He’ll look at your technology requirements — CRM and sales management information systems — and the required process management metrics. Justin will workshop how you can best generate sales opportunities and then, importantly, convert these opportunities into sales.
And finally, he’ll consider how to best integrate all these new processes with your existing production, fulfillment and customer service operations.
Presentation of Findings
Justin will write up the findings and conclusions post the Solution Design Workshop and present them back to the executive team in a formal presentation of findings. This document is both comprehensive and practical. It will show you the path you need to follow to implement Sales Process Engineering within your organization in a thorough step-by-step plan.
He’ll workflow your optimal sales process showing who does what, when, and the collateral required to make it work. Justin will diagram your optimal resourcing model—field sales, inside sales, customer service and marketing—to effectively increase your sales activity by an order of magnitude. And he’ll outline the technology you will need (CRM, sales management information, customer service on-time completion tracking, digital marketing etc) to make the whole process work effectively.
Senior teams consistently report that these Solution Design Workshops are enormously valuable. Certainly, it’s not unusual for organizations to make radical changes to their business strategy after their workshops.
However, Justin is careful to urge caution. In a transition of this magnitude there will always be uncertainty. Can production keep up? Can management handle the change? Will customers (and competitors) respond as expected? And so on.
Consequently, Justin helps organizations to adopt an iterative execution process, where assumptions are progressively tested and validated before critical changes are made.