1) The document discusses implementing a sales process mapping to improve sales results by defining core processes, tools/technology, and ensuring sales teams are able and willing to perform. 2) A sales process mapping provides a framework to improve effectiveness and productivity by defining roles, responsibilities, and activities for sales teams and management. 3) Setting SMART goals and following the three key steps of planning - decide, do, deliver - helps ensure successful planning and results.

1. Sales Process Mapping Enhancement of Sales Results

5. The Power of 0.1 $ = 1.1 X 1.1 X 1.1 __________________________________________ % 0.9 By improving each component by a mere 10%, the result is the equivalent of increasing the size of the sales force by 50% , without recruiting or paying for a single new person = 48% increase

10. Decide Do Deliver Learning Input Output Flexible, Teachable, Correctable “ People don’t plan to fail; they simply fail to plan” 3 Key Steps Involved In Work