Transcription of How to Map A Sales Process
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How to Map A Sales Process
How to Map A Sales Process That Your Customers (and Salespeople!) Will Follow Sales Process Improvement Series Volume 3, Version by Michael J. Webb President Sales Performance Consultants, Inc. 2004 by Michael J. Webb All rights reserved. If you did not receive this file directly from Sales Performance Consultants, Inc., it is an illegal copy! Dedication To Leslie, who s unwavering support and commitment has always enabled me to pursue my quest. Volume 3, Version How to Map a Sales Process that Your Customers (and Salespeople) Will Follow Contents INTRODUCTION TO VOLUME 3, 1 PURPOSE AND STRUCTURE OF THIS 2 WHO SHOULD READ THIS 3 MAJOR BENEFITS OF Sales Process 4 OVERVIEW OF Sales Process 6 TYPICAL PROBLEMS AND SOLUTIONS IN Sales 7 REASONS TO MAP THE Sales 10 KEY CONCEPTS BEHIND Sales Process 12 TWO CASES IN 16 THE FUNDAMENTAL FIX .. 18 PREPARING FOR Sales Process MAPPING 20 GOALS OF A Process MAPPING 20 IS YOUR ORGANIZATION READY?
The resulting map will identify each activity in the sales process, and its relationship with other activities, as well as the results it produces. That’s essential knowledge if you are going to improve your sales process. In other words, without a sales process map, you won’t know the territory and will probably wind up lost.
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