Drive Revenue And Profits

Drive Revenue and Profits
Through Well Aligned Sales &
Professional Services Processes

George Balint
GB & Associates Management Consulting

George Balint

George Balint is an entrepreneurial Professional & Consulting
Services executive with extensive leadership and hands-on
organizational development experience in implementing and
managing IT systems sales, analysis, design, delivery and support
competencies, aligning and streamlining business processes
organization-wide, building and leading nationwide cross-functional
teams and instituting profitable business practices in a variety of
industries and markets.

George Balint
803/802-5971
gbalint@comporium.com
Copyright 2008. George Balint 2

Key Objectives of the Sales Process

What are some key objectives of your
Sales process?



Let Sales do what it does best - SELL
Ensure Sales costs are commensurate with the
opportunity – Reduce Sales Costs
Shorten Sales Life-Cycle and increase Closure
Rate
Provide seamless and professional transition
(hand-off) to the Implementation Team



Consistent utilization of tools and methodology
Establish long-term profitable Customer Relationships
Realistic solutions and implementation plans
Competitive and profitable pricing – ROI for the
customer
Differentiated sales process

Positive sales experience for your customer and your
company


Engagement Life Cycle

Marketing

Sales

Implementation

Customer Care


Sales Life Cycle Stages

The Sales Life-Cycle can be divided into 3 major
Stages:

1. Qualification
2. Discovery – Technical Assessment
3. Analysis, Design, Presentation & Close


Sales Life Cycle Stages
Stage Qualification Discovery - Technical Assessment Analysis - Design - Close
T
Sales Initialization Analysis & Design
r
A Discovery Kick-off
a
C n
T Logistics
I Qualification s
Discovery Process
V Proposal i
I Preparation t
T Engage Pre- i
Sales Evaluation Presentation &
Y o
Close
n
Owner Sales Sales & Pre-Sales Team Sales, Pre-Sales & PM Team
t
o

Qualification Stage Discovery - Technical Assessment Stage Analysis - Design - Close Stage D
Identify Business e
Objectives l
Identify Analyze/Design Solution
Stakeholders
Conduct Discovery Kick-off
Align Solution w/ Business Objectives i
Gather Project Requirements
Identify Budget
Refine Business Problems & Objectives
Determine Logistics Requirements v
and Time-frame Formulate Business Value
Identify
Complete Site Survey
Determine Pricing
e
Evaluate Business Opportunity r
Competitors Develop the Proposal
Establish Reasons for Going to Next
Establish Present & Close on Proposal y
Phase
Reasons for Transition to the Project Delivery Team
Going to Next
Phase


What’s Happening in the Sales Process

Qualification Discovery Analysis/Close

Low Technical Complexity High

The major elements in each of these 3 Stages are:
Deliverables – what is completed or accomplished
Tools – what tools are used for the deliverables and by the resources
Processes – what processes, procedures, methodologies are used in completing
the deliverables
Skill Sets – are the major skill sets, expertise and knowledge areas required in
each stage

>>>Technical complexity increases as Sales Life-cycles
progresses


Consequences of Un-Aligned Sales/Services Teams

Sales is bogged down with non-sales activities
Sales is not equipped to handle technical complexities
Sales doesn’t have time to focus on building pipeline
Sales includes opportunities with low closure possibilities
Just another sales team – no different than the competition
Proposed (technical) solution doesn’t fully address the
business problem – and – Pricing is non-competitive
(Too) Optimistic implementation timeframes

Failed Implementation


Professional Services Organizational Chart

Professional
Services
Organization

Sales Support Implementation Customer Care

Marketing &
Managed
Pre-Sales Delivery
Services
Support

Pre-Sales Project Technical
Support Management Support

Sales Implementation Training &
Engineering Engineering Documentation


Professional Services (PS)
What is Professional Services – How can it help?
Manage technical complexity - Technical and Process support &
Facilitation

Delivery, Deployment, Implementation, Continuity,
Consistency, Scalability

Management oversight

Budgetary Oversight

Free Sales staff from non-sales activities

Training, management and assignment of staff and resources

Roles & Responsibilities – Alignment
Pursuit Team Qualification Discovery Analysis/Close
Qualify Customer Account Management Account Management
Account Management Client Relationship Client Relationship
Sales
Client Relationship Business Interviews Pricing
Proposal Presentation
Sales Process Lead Sales Process Lead
Sales Schedule Interviews Pricing
Engineering Technical Interviews Proposal/SOW
Business Interviews Proposal Presentation
Business Interviews Implementation time &
Site Surveys cost estimates
Project
Implementation Plan
Management
Resource Scheduling –
Allocation
Technical Interviews Technical Analysis
Technical Technical Design


Payoff of Alignment

Build a healthier sales pipeline
Shorten sales life-cycle and increase closure rate
Seamless transition from Sales to
Implementation
Meet profitability and margin targets
Solution fully addresses business
challenges/problems

Copyright 2008. George Balint

Payoff of Alignment

Lower Sales costs
Increased Add-on sales potential
Competitive edge in the Sales process
Competitive and profitable pricing


Summary

Sales is also about critical “soft” objectives
Sales Life-cycle requires “other” skills
Professional Services provides infrastructure to
increase your sales potential and effectiveness
Increase your sales revenue, margins, and
customer satisfaction


Drive Revenue And Profits

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