Sales Process Excellence
In an increasingly sophisticated business world, one of the key cornerstones of successful sales organizations is process excellence. Standard Process Excellence (SPE) drives predictability, consistency, and efficiency. When implemented properly, a well thought-out sales process will radically improve sales performance. In fact, a legitimate selling process with disciplined compliance throughout the ranks is fundamental to scaling growth. This requires a sound foundation, strong commitment, and precise coordination for widespread cultural adoption.
Benefits of SPE
- Improve the sales performance of the middle 60% of the sales force by identifying, replicating and reinforcing the behavior of the top 20%
- Increase forecast accuracy
- Improve sales management capabilities
- Enhance the communication and coordination of sales teams
- Shorten the sales cycle
- Lower cost of sales through a more effective approach to resource allocation
- Reduce the ramp up time of new reps
- Increase average deal size
- Increase margins
- Protect and grow key accounts
- Reduce sales force turnover
- Identify and eliminate sales force skill deficiencies
- Increase customer satisfaction
Our Ideal Client Profile For SPE
- Involved in B2B or B2C via channels
- Sales cycle is complex; characterized by extended sales cycles, multiple buying influences involves solving business problems or adding value
SPE Deliverables
- Common vision
- Defined and documented sales process, supported by best practice sales strategy
- Common language, terminology, and deal strategy
- Standardized opportunity evaluation criteria, from opportunity identification to close
- Analysis of top performers
- Metrics to assist in sales management
- Change management and adoption plan; including SFA integration, skills training, and sales tools
- Metrics to measure SPE success
SPE Approach for Success
- Establish executive sponsorship, organizational commitment, and a clear plan
- Discovery phase: evaluation and identification of critical issues and problems
- Solution development
- Sales process adoption:
- Process training
- Process mastery
- Process measurement
- Process enablement
- Process reinforcement
