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Introduction to Sales Process Engineering
- 1. Sales Process Engineering Your salespeople: four appointments a day, five days a week Justin Roff-Marsh justin.roffmarsh@ballistix.com.au www .sales process engineering. net
- 3. Multitasking causes additional undesirable effects
- 4. The conflict Treat salespeople as team members Treat salespeople as autonomous agents
- 5. The conflict Treat salespeople as team members Treat salespeople as autonomous agents Maximise Sales Maximise conversion Exercise management control
- 6. Erroneous assumption Treat salespeople as team members Treat salespeople as autonomous agents Maximise Sales Maximise conversion Exercise management control Conversion is NOT the primary driver of sales
- 7. A new focus Maximise opportunity flow Conversion is NOT the primary driver of sales
- 9. Objective: Maximise opportunity flow Centralise scheduling (workflow management) 3 Apply division-of-labour 2 Standardise workflow 1
- 10. Standardise Sales Workflow Opportunity Management Sales Revenue Opportunity Generation Promotional Expenditure
- 11. Opportunity Management (minor sales) Milestone Milestone Activity
- 12. Opportunity Management (major sales)
- 13. Division of Labour Prospecting Social Activities Business-development Appointments Clerical Data-entry and report generation Appointment setting Sales Technical Promotion Project leadership Customer service Solution design Estimating
- 14. Apply Division of Labour Prospecting Social Activities Business-development Appointments Clerical Data-entry and report generation Literature fulfilment Sales Technical Promotion Project Leadership Customer service Solution design Estimating
- 15. Centralise scheduling Technical Team Salesperson Sales Coordinator Forward-booked Days Buffer
- 16. Putting it all Together Salesperson Sales Coordinator Promotional Coordinator Pending Appointment-days Queue Forward-booked Days Buffer fx
- 17. Queue Size
- 18. Flow
- 19. SPE: Typical Outcome Parameter Before After Salespeople ($100k ea) 10 2 Project leaders ($100k ea) 0 4 Sales coordinators ($45k ea) 0 2 Customer service ($40k ea) 0 4 Payroll cost (OE) $1m $850k Total appointments/wk 20 40 Promotional expenditure 0% Sales (T) 100%
Notas del editor
- Reengineering the Sales Process Ballistix 2006 Welcome to Reengineering the Sales Process: an introduction to the Ballistix methodology. I’m Justin Roff-Marsh.