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Processes & Sytems

Consistent growth takes more than accomplished sellers, it’s about consistent and well-adopted, simple processes underpinned by systems that support rather than complicate ways of working.

Why this is important

  • Brilliant sales results only ever transpire because the end-end sales process (from cold to sold) is effective and efficient at every stage and consistently adopted
  • Processes are most effective when underpinned by the right and consistently adopted technology, giving sellers more time to sell and leaders the assurance they need in real-time

How to Grow Better and Faster

Map and Standardise the Cold-to-Sold Journey

  • Map each stage from first touch to ‘closed-won’ and then on to steps required for growth and retention, including who owns, SLA’s (especially when other departments need to be involved) and criteria for moving across stages (e.g. from a marketing qualified lead to sales)
  • Introduce or enhance supporting collateral, e.g. proposals that start with the prospect’s challenge, pragmatic account plans
  • Design a cadence or ritual of performance management reviews to drive the right actions

Implement and Embed Supporting Systems

  • Ensure the CRM reflects the process (not the process reflects the CRM) – define fields, pipeline stages, reports and dashboards etc. to reflect the reality of the desired process
  • Deploy automation tools – embed automated workflows, templates, notifications and tasks to accelerate and simplify the reps’ working day
  • Integrate and connect – join up sales and marketing systems and either integrate the finance / ERP systems or set up regular imports / exports so there is just ‘one version of the truth’

Drive Adoption and Continuous Improvement

  • Encourage rapid habit forming – with the support of playbooks and coaching so that the new Company X Way of Selling is consistently embedded
  • Measure beyond outcomes – measure at every stage of the process to surface bottlenecks and drive better results
  • Optimise regularly – review the process monthly / quarterly for bottlenecks, data integrity issues, superfluous steps and continuously upgrade automations

Case Studies

Selecting and Implementing a CRM Solution

For multiple clients we have:

  • identified key selection criteria for a CRM solution
  • supported discussions and negotiation with vendors
  • cleaned data (in some cases over 100k prospects and customers)
  • configured the solution
  • and implemented with ongoing adoption support (for up to 70 users)

Embedding streamlined, consistent 'ways of working'

For a logistics provider we reviewed the ‘as-is’ end-end sales process and uncovered  significant potential for greater consistency and streamlined ways of working. 

We facilitated sales team efforts to co-develop the ‘Company A Way of Selling’ and supported efforts to embed. Leaders championed efforts and were able to assure effectively through better measurement of leading (activity) indicators.

Find out more

Read our Perspectives on:

Asking the right sales questions to better qualify

Achieving critical gains in sales process improvement

Shifting your CRM system from an expensive admin burden to a growth accelerator

And/or get in touch with us.