| 5 Step - Business Improvement Process |
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Sales Force Systems™ Five Step Business Improvement Process will help
you improve the way you sell to, and do business with your customers.
Each phase in the five step process helps companies achieve sales excellence. Our goal is to help you improve the effectiveness and productivity of your sales force and increase revenue and profitability as quickly as possible. |
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Assessment
Accurate Assessment and Needs Identification form the blueprint for performance improvement. We will meet with the stakeholders and all levels of the business development team to identify and document what can be done to improve performance and immediately generate revenue. We will examine current process and behaviors and recommend solutions based upon best practices.
Tasks:
- Executive Expectations Meeting
- Sales Effectiveness Evaluation
- Customize Assessment Instrument
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- Assessment Interviews
- Results Compilation
- Results & Recommendations Meeting
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Design
We will work with you to design a sales process, and training program that will mirror the way you want to do business, and fit your team's unique needs.
Design Phase deliverables include: project objectives, curriculum, training program modules and flow, software support tools, workshops, and course outline and agenda.
Tasks:
- Mission & Objectives Meeting
- Design Sales Process
- Identify Sales "Best Practices"
- Design Business Funnel
- Design Sales Process Checklist
- Design Win-Probability Model
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- Design Training Workshops
- Design Training Program Flow
- Design Job Aids
- Determine Customization Needs
- Identify Software Requirements
- Create Design Document
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Develop
We will develop or customize training program materials to meet your unique needs. Deliverables can include customization of training modules, sales presentations, sales support tools, sales process software and the forecasting reports required to support project objectives.
Tasks:
- Develop Training Program
- Develop Training Workbook
- Develop Job Aids
- Develop Sales Plan Reports
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- Customize Funnel & Checklist
- Develop Module Presentations
- Customize Sales Process Software
- Customize Forecast Reports
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Deliver
Effective delivery of the training program and supporting workshops has a significant impact on your team's ability to quickly generate revenue. Sales Force Systems™ instructors are seasoned sales executives that have consistently demonstrated their ability to help sales people win business as a direct result of each workshop.
Attendees work on real customer situations and "must-win" deals. They apply the concepts, tools and techniques just learned to build a value-based sales strategy to improve their chance to win. Your sales training workshop will move from a theoretical lecture into a revenue generating event.
Tasks:
- Pre-class Account Research
- "Must-Win" Deal Strategy
- "Must-Win" Deal Coaching
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- Sales Call Plan Coaching
- Video Taped Sales Calls
- Sales Improvement Coaching
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Implement
Sales Force Systems™ will help you implement your new selling process. We will coach your management team how to effectively use your selling process and software tools to improve sales effectiveness, and participate in critical must-win deal reviews.
Tasks:
- Conduct Sales Strategy Reviews
- Sales Management Coaching
- Individual Sales Rep Coaching
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- Metrics Measurement
- Executive Mentoring
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real problems
real solutions
“Sales Force Systems™ helped develop the AT&T University of Sales Excellence.
Their senior consultants understood the challenges that we faced and developed a training curriculum that included account planning and executive selling skills programs.
Sales Force Systems™ provides the most effective sales training in the industry. They delivered results beyond our expectations and helped AT&T dominate the market.”
Morley Winograd, President, University of Southern California, Center for Executive Leadership
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