Discovery

(1-3 days)

Identify sales process improvement areas

• Understand business goals and challenges
• Review current sales processes
• Review PowerPoint presentations, marketing documents, spreadsheets and other documents

Two day Executive Workshop

(2 days)

Identify your specific sales process optimization objectives and lay out a plan to achieve them

• Define executive vision
• Identify expectations and common goals
• Define web-enabling and sales optimization objectives
• Discuss the background and driving forces behind the objectives of the initiative
• Understand how the sales organization is selling today and map the current sales cycle
• Reach consensus on how management wants  to sell in the future
• Define measurable objectives
• Review and agree to project timelines

In Depth Analysis

(10-20 days)

Involve your key stakeholders in designing the web-enabled sales plan

• Interview high-performers to validate the existing sales cycle
• Identify Internal best practices
• Identify touch points where sales and marketing personnel interact with customers and internal resources
• Develop the sales cycle “Future State”
• Identify opportunities to optimize and web-enable the “future state”
• Apply internal and external best practices
• Identify gap and develop bridging strategy between the “current state” and the “future state”
• Identify three revenue generating Sales Plays to launch the “future state”

Stakeholder Presentation

(typically 2-6 hours)

Engage your key stakeholders in a highly interactive presentation in which we:

• Present findings from the Executive Process Workshop and in depth field interviews
• Recommend a “future state” sales cycle
• Recommend web-enabling process strategies within the “future state” sales cycle
• Recommend a transition plan from “current state” to “future state”
• Present a detailed project plan with timelines, resources, tasks and budgets

Implement Bridging Strategy

(90 days)

Engage your sales organization and implement your new sales processes and tools

• Dedicated on-site and off-site implementation consultant for 90 days
• Optimize customer facing content for effective delivery through appropriate medium/channel
• Develop and provide training for impacted work groups and personnel
• Develop and execute  the first and second revenue generating Sales Plays
• Conduct 90-day and180-day operational check-points

Actionable Deliverables

You will receive

• A fully implemented “future state” sales cycle with specific web-enabled touch points identified and recommended best practices for each
• Detailed project plan with assignments, task owners, and timelines
• Training for impacted workgroups and personnel
• Three revenue generating Sales
• Check-points 90 days and 180 days after completion of the implementation phase

Timelines

Approximately 120 days of elapsed time (not including the 90-day and 180-day checks)