Managing a Complex Sales Process

Presentation Transcript:

1. managing a complex sales process
2. basic sales funnel
3. leads -> sales funnel -> orders
4. complex customer needs => complex sales process
5. a typical process
   1. requirements
   2. map solutions
   3. budget costs
   4. configure solution
   5. proposal
   6. order
6. complex sales process => workflow model
7. workflow model
   1. milestones – progress indicators – work hand-over points – business rules
   2. roles – organization structure – responsibilities – capabilities
   3. templates – fill-in forms – document formats – validation rules
8. example of workflow model mapping milestones, roles and templates
9. workflow model =>shared workspace
10. shared workspace
    1. people  - business entities  - contact details – responsibilities
    2. information  - requirements – solutions – budgets – time lines
    3. activity log – appointments – tasks – notes
    4. documents - proposals - diagrams - data files
    5. progress reports – milestones completed - key hand-over info - who & when
11. sharedworkspace => prioritized reports
12. prioritized reports
    1. alerts – when we are stuck – alerts for appointments and tasks – alerts for stuck leads – alerts for unattended customers
    2. funnel – where are we stuck? – idle leads – no sales activity – inactive leads – no progress – inactive customers – no open projects
    3. metrics – why we are stuck? – velocity – how long are we taking ? – volume – how many leads are we handling? – conversion – success and failure
13. On2Biz
    1. workflow models - milestones - roles - templates
    1. shared workspace - information - people – activity – progress – documents
    2. prioritized reports  - alerts - funnel - metrics
14. Sample screen shots
15. screenshot: shared workspace
16. lead = project (screen shots for a single lead or project)
17. screenshot: people - business entities – contact details
18. screenshot: information - requirements – solutions  - budgets – time lines
19. screenshot: activity log - appointments – tasks – notes
20. screenshot: progress - milestones completed – key hand-over info – who & when
21. screenshot: documents - proposals – diagrams – data files
22. screenshots of prioritized reports
23. screenshot: alerts – alerts for appointments and tasks – alerts for stuck leads – alerts for unattended customers – email alert – sms alert
24. screenshot: funnel - idle leads – no sales activity – inactive leads – no progress – inactive customers – no open projects
25. screenshot: metrics – velocity – how long are we taking ? – volume – how many leads are we handling? – conversion – success and failure
26. what next?
27. 1. quick start ! – sign-up for a free account – fill in workflow model sheet – start tracking your workflow
    2. consulting – interviews with all stake-holders – advanced customization guide – custom workflow model
    3. implementation – custom workflow implementation – training sessions – on-going support
28. contact us !

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1. Using the sales pipeline report for key performance indicators
2. Managing Business by Remote Control
3. How effective is your sales process?
4. Complex Sales Challenges
5. Sales Cycle Time – a critical metric for measuring performance