Although the format of the workshop is flexible (and it needs to be!), we work through the following basic process:
- Develop an understanding of your current reality. Including what’s working — and what’s not — with respect to your sales process and other associated processes
- Build a conceptual model of the desired future reality
- Define the practical attributes of this future reality (resourcing, process design, technology, measurements, promotional activities, etc)
- Design the process required to transition your organisation from its current to its future reality (a high-level project outline)
- Produce an outcomes document (containing a summary of the conclusions we reached, along with all diagrams)
- Present findings to your management team in a formal workshop
Considerations
In the deliberations above, we consider the following:
- Organisational strategy (competitive advantage and all that)
- Opportunity origination (how you generate sales opportunities)
- Opportunity-management (how you convert opportunities into sales)
- Customer service (processing transactions, generating quotes, handling customer issues and so on)
- The integration of the processes above with operations
- Human resource requirements (salespeople and support personnel)
- Process management and metrics (how do you synchronise activities within — and between — processes?)
- Technology (CRM, management information, digital marketing, etc)
- Communication requirements (information packages, websites, email, webinars, etc)
- Change-management issues
