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Management Consulting
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The Integrated Sales Management Process Model (below) shows the important relationships between goals, behavior drivers and performance monitoring information. Click Here to zoom in on this diagram. Corporate
Goals: We start by clarifying the Corporate Goals for Sales
Behavior.
Often, some of the goals are in conflict. Resolving these usually takes several iterative meetings with executives to mold diverse views into a unified set. Sales Compensation: We use a proven process to create a solid link between the Corporate Goals and Sales Compensation-the primary sales behavior driver. This insures that sales people are pulling in a direction that is consistent with executive plans. Sales/Buy Cycle Model: We develop both a Sales Cycle Model and a Buy Cycle Model. If you want to accurately measure where deals are in your funnel, we believe that you do so by measuring Buyer Commitment. This approach enables you to minimize your sales cost by allocating valuable support resources to those opportunities where the buyer demonstrates commitment. Best Practices: We set up a system to measure Best Sales Practices dynamically. Then, we show you how to use that information to modify journeymen behavior. When you measure Best Practices objectively, your sales managers' ability to effectively coach your sales people increases dramatically. This leads to competitive advantage through continuous improvement. Forecast Accuracy: Clear pipeline visibility and accurate forecasts are provided by developing Forecast Rule Sets and implementing a consistent process. Rule Sets minimize sales person subjectivism that leads to inaccurate forecasts. Annual Revenue
Planning: When you create your next annual plan based on the
metrics developed in a system, such as the one above, you will have
a much higher probability of beating your plan. |
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