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Managing a Complex Sales Process

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Presentation Transcript:

  1. managing a complex sales process
  2. basic sales funnel
  3. leads -> sales funnel -> orders
  4. complex customer needs => complex sales process
  5. a typical process
    1. requirements
    2. map solutions
    3. budget costs
    4. configure solution
    5. proposal
    6. order
  6. complex sales process => workflow model
  7. workflow model
    1. milestones – progress indicators – work hand-over points – business rules
    2. roles – organization structure – responsibilities – capabilities
    3. templates – fill-in forms – document formats – validation rules
  8. example of workflow model mapping milestones, roles and templates
  9. workflow model =>shared workspace
  10. shared workspace
    1. people  – business entities  – contact details – responsibilities
    2. information  – requirements – solutions – budgets – time lines
    3. activity log – appointments – tasks – notes
    4. documents – proposals – diagrams – data files
    5. progress reports – milestones completed – key hand-over info – who & when
  11. sharedworkspace => prioritized reports
  12. prioritized reports
    1. alerts – when we are stuck – alerts for appointments and tasks – alerts for stuck leads – alerts for unattended customers
    2. funnel – where are we stuck? – idle leads – no sales activity – inactive leads – no progress – inactive customers – no open projects
    3. metrics – why we are stuck? – velocity – how long are we taking ? – volume – how many leads are we handling? – conversion – success and failure
  13. On2Biz
    1. workflow models – milestones – roles – templates
    1. shared workspace – information – people – activity – progress – documents
    2. prioritized reports  – alerts – funnel – metrics
  14. Sample screen shots
  15. screenshot: shared workspace
  16. lead = project (screen shots for a single lead or project)
  17. screenshot: people – business entities – contact details
  18. screenshot: information – requirements – solutions  – budgets – time lines
  19. screenshot: activity log – appointments – tasks – notes
  20. screenshot: progress – milestones completed – key hand-over info – who & when
  21. screenshot: documents – proposals – diagrams – data files
  22. screenshots of prioritized reports
  23. screenshot: alerts – alerts for appointments and tasks – alerts for stuck leads – alerts for unattended customers – email alert – sms alert
  24. screenshot: funnel – idle leads – no sales activity – inactive leads – no progress – inactive customers – no open projects
  25. screenshot: metrics – velocity – how long are we taking ? – volume – how many leads are we handling? – conversion – success and failure
  26. what next?
    1. quick start ! – sign-up for a free account – fill in workflow model sheet – start tracking your workflow
    2. consulting – interviews with all stake-holders – advanced customization guide – custom workflow model
    3. implementation – custom workflow implementation – training sessions – on-going support
  27. contact us !

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