Sales Process is a key element for any sales focussed organization as it helps in streamlining the overall process, improves efficiency and effectiveness which leads to better closures and revenue enhancement. The process entails customer acquisition to retention and encompasses the whole organization. Designing a crisp and effective sales process requires experience, empathy and clear thinking.

1. Sales Process Consulting
Overview & Scope ofWork Document
Saurabh Leekha

2. Methodology & Timelines
Gap Analysis
Structure
Process
VOC
Best Fit Strategy
formation
Matches
Aspirations In
line with Market
and Company
Practical &
Scalable
Pilot Roll Out
Judge Response
Fitment
Roll Out
Launch of New
Processes
Reporting &
Monitoring
Training &
Handover
Review
Mechanism &
Documentation
Document
Handover
- Weeks
- Weeks
- Weeks
- Weeks
- Weeks

3. Optimize Sales Process & Opportunity Management
Impact Major
Solid Sales Process with great Execution translates into Success – Lead to Conversion
Parameter Action Impact
Optimize Sales
Process
Study every step of
the process in terms
of simplicity, agility,
customer focused &
scalability.
Value derived from a mature sales process
helps in improving win rates, better
customer experience and customer
loyalty.
Example : Postpaid Mobile & Credit Card
subs acquisition process has evolved and
matured over time leading to better
control & revenue realization.
Opportunity
Management
Defining
Opportunity, Stage
& Review have a
major impact on
sales conversions
and forecasting.
Every individual stage with action plan sets
the tone for greater control on the sales
forecasts and win rates.
Review & Feedback
mechanism
Study current
practices
Discipline, timely action & better control

4. Sales Process & Opportunity Management
How to go about doing it?
Focus on Big
Picture : Goal
Focus on
Customer; How
to createValue !
Engage Team to
define Problems
& Solutions
Map Metrics ,
Tools & Skill set
Getting Specific with Sales Planning
- New Conversations added
- No of Meetings to Close
- Cost of Sale
- Meeting Status
- Relationship Status
- Account Classification
- ARPU
30 New Conversations
10 New Meetings
6 Meetings Status - Hot
3 Orders @ Avg Rev

5. Review Sales Structure with Customer, People & Process
Impact Major
Solid Sales Process with great Execution translates into Success – Lead to Conversion
Parameter Action Impact
Sales Structure
alignment to Customer
Review of vertical /
segments – customer
expectations & growth
Focused approach and
specialization helps grow
individual segments and
overall sales. Ex. SME
teams set up in major
Industry segments like IT
/ Telecom / Govt. /
Software in last 4-5 years
Sales Structure
alignment to People
Sales team KRA’s
mapping & skill set
Productivity & Customer
Satisfaction improvement
Sales Structure
alignment to Process
Optimization based on
feedback / requirement
Scalability, Increase in
Opportunity Nos. and
Closures

6. Review Sales Structure with Customer, People & Process
How to go about doing it?
Sales Structure
Growth
Effort
Time &
Cost
People
Process
Organization
Focus
Goal
Customer

7. Voice of Customer
Impact Major
Parameter Action Impact
Voice of Customer One to One feedback Improved response time
Faster closure cycle
Referrals
BrandValue

8. Voice of Customer
How to go about doing it?
Existing
Customer
Demographics
Analysis &
Focus Segment
Customer
Segmentation
and Individual
Strategies
Voice of
Customer
Buying Process
Understanding
Communication
Inputs
Understand Where
We Do Well and
New
Opportunities
Bring in Market
Differentiation and
Focus
Listen to
Customer
Concerns
Insights on demand
generation
Connect with
Customer