Too often in sales, top performance is determined solely by the individual’s skill level. Organizationally, success in achieving sales objectives requires that three components be present: a skillful sales force; organizational support, and an effective sales process. The course views sales as a company-wide function, linked by critical inputs and outputs.
This course looks first at the company’s current sales process, using a proven process analysis methodology to understand different aspects of the current process – its ability to meet requirements, process steps and flow, resource drivers, timing, quality, and efficiency – and identify problem areas. Next, the analysis looks at the current interfaces between the sales process and other company processes that are either internal suppliers of information to it, or internal customers of information from it and again identifies problem areas. Finally, the class develops recommendations for improvement to create the future state of the process, one that meets the expectations of its customers and consistently achieves desired outcomes.
Upon completion of this course participants will have learned their sales processes strengths and weaknesses and a methodology for process improvement and they will have integrated the two in a recommendation for process improvement.