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