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