Lead stream
Sales Effectiveness Services
Sales Process Assessment and Design
Our sales process assessment and design service evaluates your existing sales processes and identifies areas for improvement.
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This analysis seeks to quantify how a changed sales process design will affect the various drivers of sales productivity, effectiveness, and efficiency:
Close ratios
Average sale value
Overall cost of sale
Customer churn
The sales process assessment is explained in more detail in the attached presentation and can be summarized as follows:
Conduct interviews and ride-alongs to define the 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 the effect of interventions on sales effectiveness and efficiency
Evaluate and select sales process improvements to implement or pilot
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