| Topic : Sales Sets the Stage for Beneficial Customer Experiences |
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Posted in Community :
Business and Law |
Business Process Management |
Business Analysts In IT |
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last activity : 07 06 2010 20:18:04 +0000
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Stage 1.0 BENCHMARKING & CONSULTING GAP ANALYSIS
- Identify & document "go-to-market" strategy at enterprise level.
- Identify geographic markers & sales force organizational structures.
- Develop analysis structure & identify short list of internal best-practice locations
- Conduct & document discovery & interview session with best-practice locations
- Identify external best-practices in similar industries and "go-to-market" strategies.
- Compare to internal best-practice locations and identify Gaps to prioritize.
- Evaluate line of business and vertical/horizontal market spaces.
- Develop detailed customer profiles and segmentation models.
- Identify high probability customer criteria.
- Run criteria against lead generation database.
- Identify sales force coverage and sort lead pool into existing territories.
- Develop sales conversion formulas to identify "realistic" sales projections
- Identify & document current "go-to-market" strategy and sales model
- Compare "go-to-market" strategy to external best-practices in similar market spaces.
- Identify gaps and internal best-practices
- Develop action plan to fill gaps and proliferate internal best-practices.
- Develop appropriate sales cycle in alignment with new model
- Begin forming sales processes in support of the new sales model and cycle.
- Map existing sales and supporting processes.
- Compare existing sales processes to internal and external best-practices.
- Identify areas of opportunity for change
- Compare existing sales processes to the new sales model/cycle.
- Adapt existing best-practice processes in alignment with new model/cycle.
- Document new sales model, cycle and processes
- Identify & document existing sales resource structures.
- Use sales & marketing BI to identify optimized coverage.
- Map optimized sales resource structure to new sales model, cycle, and process.
- Evaluate current sales and support roles/functions
- Modify role descriptions and functions to align with new sales system.
- Integrate new organizational structure with new roles & functional requirements
- Analyze current product and services offerings.
- Review and refine target customer profile to reflect value modeling.
- Develop "value pyramid".
- Develop "Boardroom Issue" strategy.
- Develop "Migration Path" strategy
- Develop "Anti-Sponsor" strategy.
- Review Sales & Marketing BI data to identify lead pool statistics.
- Develop conversion percentages within each sales cycle milestone.
- Assign "probability" percentages to each sales cycle milestone.
- Develop appropriate sales call activity definitions and levels.
- Run lead pool statistics against call activity levels to validate feasibility.
- Develop appropriate reporting tools and metrics to manage the sales system.
- Identify and assess existing sales system tools.
- Review new sales system requirements
- Develop technology requirements list for supporting new sales system.
- Identify any gaps in technology support for the new sales system.
- Develop feasibility study for keeping or buying new technology support.
- Deploy new tool set or customize existing tools to support new sales system
- Review existing Compensation & Reward Structures.
- Review new Performance Metrics & Goals.
- Review accountability systems & sales reporting processes.
- Research external pay scales relative to industry and sales model
- Develop Compensation packages in alignment with sales system & industry averages.
- Develop reward and recognition systems to support individual, team, division goals.
3 comments on "Sales and Operations Improvement Recommendation - Different Stages"
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Commented by
Bellala Gopinatha Rao, Project Manager Promax Management Consultants
| 01 03 2009 12:24:56 +0000
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Commented by
varsha ., Technical manger(QMS)
| 12 09 2008 14:48:06 +0000
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Commented by
Ajay Kaul, Director WW (Pre Sales & Technical Spport Center), SonicWALL India
| 04 29 2008 22:24:31 +0000
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