What results can I expect?

Typically, the implementation of Sales Process Engineering (SPE) results in the following benefits:

  • A significant reduction in the size of the sales team (with a shift in focus towards inside sales)
  • The conversion of most existing (technical) salespeople into project leaders (responsible for managing the interface between sales and fulfillment)
  • A ten-times increase in the number of business-development appointments performed by the remaining salespeople
  • A dramatic improvement in customer service (>90% Ontime Case Completion)
  • A reduction in sales cycle-time
  • A reduction (or elimination) in the need for regional offices
  • A leaner management structure
  • Minimal capital expenditure
  • Minimal increase in operating expenses