DESIGN

A good Sales Process Design Program begins by understanding your Business Goals and the Wildly Important Measures that support your Go To Market strategy.

End-To-End Go-To-Market sales process transformation design outlines the inputs and outputs of all elements of an E2E sales process and Salesforce design.

The purpose of this step is to ensure company best practices around a common sales process are clearly defined, documented and implemented at the opportunity level in Salesforce to function both as a reminder of best practices as well as provide a coaching platform for development.

A sales process is a sequence of interdependent and linked procedures, which, at every stage, consume one or more resources to convert inputs into outputs. These outputs then serve as inputs for the next stage until the desired result is reached; Example: Increase wins & margins.

Good sales process across the enterprise will result in a common language, common approach, elimination of inefficiency, shortening of sales cycles, better knowledge management, sharing of best practices, increased win rates, and increased margins.

Sales process design considers all variations of go-to-market approaches including direct and indirect (partners, dealers, channels) sales models.