Design your optimal sales function with Justin Roff-Marsh
This workshop will accomplish more in one or two days than what most consultants fail to deliver in months.
It will deliver you a plan to reengineer your sales process that is comprehensive, practical and downright ingenious.
Comprehensive
A plan that covers all facets of your sales process; from promotion to opportunity management; from resourcing to key performance indicators; and from technology to collateral materials.
Practical
A plan that can be applied in the real world, in a reasonable period of time, without causing a mutiny, without generating undesirable consequences and without putting your existing revenue stream at risk.
Ingenious
A plan that doesn’t simply consist of a bunch of tired old platitudes (work your people harder, downsize, raise prices, take more measurements).
Guaranteed
If within seven days of the delivery of the workshop outcomes, you feel that the plan we created fails on any of these three counts (comprehensive, practical, ingenious) we’ll either fix it immediately or refund your investment in full; no questions.
No distractions, no excuses.
Just one or two challenging days locked away in a boardroom with the author of The Machine and creator of Double Digit Growth.
The engagement consists of a workshop, facilitated by Justin Roff-Marsh, President of Ballistix and author of The Machine and An Ode to Speed, and attended by you and your senior team.
Justin has been facilitating these workshops for more than 25 years. This makes him pretty good at running them. It also means there are few challenges he hasn’t seen before.
What will my plan look like?
The Solution Design Workshop is designed to answer the three most critical questions your organization is likely to have about Sales Process Engineering.
01
What will the sales process end-state be?
How should your sales process be designed, resourced and managed.
02
How will you get there?
How should the reengineering initiative be structured.
03
What will the financial impact be?
Cashflow and payback time.
In the deliberations above, we consider the following:
- Organizational strategy Competitive advantage and all that.
- Customer service Processing transactions, generating quotes, handling customer issues and so on.
- Process management and metrics How do you synchronize activities within — and between — processes?
- Opportunity originationHow you generate sales opportunities.
- TechnologyCRM, management information, digital marketing, etc.
- Change-management issues How to implement the needed changes without generating undesirable consequences.
- Opportunity-managementHow you convert opportunities into sales.
- Human resource requirementsSalespeople and support personnel.
- Communication requirementsInformation packages, websites, email, webinars, etc.
You will leave this workshop with a plan for your optimal sales function—and a step-by-step plan to transition you there.
Workshop structure
The workshop is designed to bring your senior team into alignment around this important sales initiative. After all, they are far more likely to get excited about executing a plan that they have built themselves.
Although the format of the workshop is flexible (and it needs to be!), we work through the following basic process:
PHASE ONE
Strategy
The initial objective is to design the optimal sales function for your organization. This is the strategy part. Justin will peel away the layers and challenge every preconceived notion you have about your sales function. He’ll ask what you would do differently if you had to start the sales function again from scratch — no existing salespeople, no existing sales and marketing process — just a great product wanting to get to market!
This will lead to some serious thinking, some strenuous debate, and the sacrifice of the odd sacred cow! The end result, however, will be the skeleton of a sales process more elegant, more efficient and way more effective than you ever imagined possible.
PHASE TWO
Execution
The rest of the workshop is spent on execution. How to transition to this end-state as rapidly as possible, without doing harm to your profitability along the way.
In doing so, Justin will consider the practicalities of making such a magnitude of change. He’ll map out what positions and skill sets are required in your new-look sales function (who can do what and what new skills you need to bring in).
He’ll look at your technology requirements — CRM and sales management information systems — and the required process management metrics. Justin will workshop how you can best generate sales opportunities and then, importantly, convert these opportunities into sales.
And finally, he’ll consider how to best integrate all these new processes with your existing production, fulfillment, and customer service operations.
Presentation of findings
Justin will write up the findings and conclusions post the Solution Design Workshop and present them back to the executive team in a formal presentation of findings. It will show you the path you need to follow to implement Sales Process Engineering within your organization in a thorough step-by-step plan.
