Sales Process Mapping

Sales process is now becoming an urgent requirement for many direct sales companies. The information age has delivered the final paradox. The differentiation of cost leader or innovator within a market is quickly disappearing. As the internet becomes a major source of information, customers are being exposed to more potential suppliers than ever before.

Process mapping your sales process will deliver for the first time measurable, repeatable sales results. You will be able to measure every aspect of your sales operation and improve each element continuously.

Process mapping identifies the links between each stage of your sales process, each link, relating to finding customers, converting them, and keeping them, should be mapped and improvement initiatives implemented. Once you understand that even the best run traditional sales teams are inefficient, you might want to ask yourself the following questions.

• Do you know which customers make you money?
• Do you know which customers cost you money?
• Do your sales people spend all available time in front of potential customers?
• Are you able to give sales management more information than revenue, COGS & costs?
• Is your territory management analysis based on real time information?
• Has sales management got the tools to efficiently budget or create strategies?
• Do you know what every £ you spend on marketing delivers for you?
• Do you manage your territories effectively, to maximise your prospect potential?

Sales process mapping will deliver all of the above. It will allow you to implement the same type of improvements that manufacturing have been implementing for the last 40 years. It will help you to identify and build customer value.

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