Sales Process Design, Development and Implementation
Build a Sales Process that Aligns with Your Buyer’s Buying Journey
Designed to assess, validate, and refine your current sales methodologies, ensuring they are perfectly aligned with your business objectives
Sales Process Development Project
Many sales processes are outdated and don’t consider how customers prefer to buy. Our consultancy helps you create a seamless experience that aligns with your buyers buying behaviour and preferences
Objective: Understand the client’s current sales environment and set expectations.
Activities:
• Meet with key leaders and sellers to gather preliminary insights.
• Identify key stakeholders and establish communication channels.
Objective: Perform a comprehensive assessment of current sales practices.
Activities:
• Conduct surveys with leaders and sellers.
• Collect quantitative and qualitative data on sales performance.
Objective: Identify key opportunities for improvement and current gaps.
Activities:
• Analyse assessment data to pinpoint strengths and weaknesses.
• Compile findings into a detailed report highlighting opportunities and gaps.
Objective: Document the existing sales processes in detail.
Activities:
• Map out the current sales processes (both inbound and selfgenerated leads).
• Utilise virtual process mapping sessions to involve key team members.
Objective: Validate current process maps and identify discrepancies.
Activities:
• Share the documented process with stakeholders for validation.
• Collect feedback and identify deltas (differences) between the documented process and actual practices.
• Prepare a delta analysis report.
Objective: Utilise the SPANCOP (Suspect, Prospect, Approach, Negotiate, Close, Order, Payment) framework to map an ideal sales process.
Activities:
• Plan.Grow.Do. to design a proposed sales process using SPANCOP or the existing framework.
• Engage with cross functional teams to ensure the process aligns with overall business objectives.
Objective: Create a comprehensive map of the new sales process.
Activities:
• Outline detailed steps, responsibilities, and timelines.
• Define key performance indicators (KPIs) and metrics for success.
• Document variations and contingencies in the process.
Objective: Ensure all team members are well versed in the new sales process.
Activities:
• Develop training materials and conduct workshops.
• Provide hands-on training sessions and roleplaying scenarios.
Objective: Facilitate a smooth transition to the new sales process.
Activities:
• Offer ongoing support and coaching during the initial implementation phase.
• Monitor the adoption of the new process and address any issues promptly.
Objective: Evaluate the effectiveness of the new sales process three months post implementation.
Activities:
• Conduct surveys and interviews to gather feedback from leaders and sellers.
• Collect and analyse sales performance data to measure improvements.
Objective: Provide a comprehensive report on the impact of the new sales process.
Activities:
• Compile findings into a post implementation assessment report.
• Highlight areas of success and recommend further refinements if
necessary.
Benefits
Improved sales efficiency and effectiveness.
Enhanced alignment between sales processes and business objectives.
Data driven insights leading to continuous improvement.
How it Works
How long will it take
Phase 1
2 to 3 weeks
Phase 2
2 to 3 weeks
Phase 3
3 to 4 weeks
Phase 4
4 to 6 weeks
Phase 5
3 months post implementation
