Sales Process Assessment & Design
In many ways, this is a more micro view of sales role and organization design, which hinges on a quantitative analysis of the sales process. This analysis seeks to quantify how a changed sales process will affect the various drivers of sales productivity, effectiveness, and efficiency:
■ Lead stream
■ Close ratios
■ Average sale value
■ Overall cost of sale
■ Customer churn
The process, which is illustrated in further detail in this attached presentation, goes like this:
■ Conduct interviews and ride-alongs to define current sales process and identify productivity issues
■ Model current sales process in Excel. Inputs may include:
– Account responsibility
– Role involvement at each step
– Time per step
– Lead attrition (close ratio at each step)
– Sales capacity and time allocation
– Mix of sale types
– Average sale value
■ Identify potential sales process improvements and interventions
■ Model effect of interventions on sales effectiveness and efficiency
■ Evaluate and select sales process improvements to implement or pilot
■ Lead stream
■ Close ratios
■ Average sale value
■ Overall cost of sale
■ Customer churn
The process, which is illustrated in further detail in this attached presentation, goes like this:
■ Conduct interviews and ride-alongs to define current sales process and identify productivity issues
■ Model current sales process in Excel. Inputs may include:
– Account responsibility
– Role involvement at each step
– Time per step
– Lead attrition (close ratio at each step)
– Sales capacity and time allocation
– Mix of sale types
– Average sale value
■ Identify potential sales process improvements and interventions
■ Model effect of interventions on sales effectiveness and efficiency
■ Evaluate and select sales process improvements to implement or pilot