Institutionalize Effective Sales Processes

Poor visibility of leading indicators resulting in frequent performance surprises

Perpetually expediting, granting of exceptions, fire fighting and chaotic execution resulting in cost over-runs and poor ROI on investments

Sales team is busy and stressed with high levels of activity with low effectiveness

Data inconsistencies result in delayed and sub-optimal decision making

Sales machine is under-prepared to take advantage of large opportunities

Evaluate sales planning process – long range plan, budget, forecast, outlook & actual performance

Review effectiveness and application of core sales processes and policiers & how exceptions are dealt with

> B2B – prospecting, lead generation, funnel management, pitching, deal management, margin maximization, etc

> B2C – retail footprint, resource deployment, new product launch, partner recruitment, extended sales team, data reporting, etc

Test robustness of sales data stewardship, digitization & governance

Opportunities to tighten the sales planning process to improve predictability

Address gaps and inconsistencies in the critical sales processes and policies with best practices

Recommend information management framework that covers actions to address data gaps, enhance data management and making available insights at the moment of truth

Establish a sales operations drumbeat encompassing sales planning, execution & performance management enabling the team to meet its numbers