Sales Process

Like many other professional people, sales people are extremely busy. They are employed in the engine room of your business, and are given the responsibility to reach and surpass sales targets that drive your revenues in the right direction. In some instances, hitting revenue targets might be a relatively easy goal to achieve. The right product or service in tandem with good market conditions and customer demand might mean that, for a while at least, healthy revenues continue to flow.  

At a business level, revenues are only as important as the underlying profits they lead to - it is the healthy profit that is required to deliver future growth. Having the right sales processes in place means that the busy sales professional is guided to work on the right opportunities that can deliver the best return. The processes provide a structure and platform so that the revenues achieved are as profitable as possible.
 
i2i work with customers to understand and analyse their existing sales processes. We help customers design their processes so that they are effective and efficient for them and, as importantly, we ensure that the selling cycles are aligned to the buying cycles of their customers. This encourages sales people to spend the maximum amount of time possible creating customer value, which means that end customers are able to more easily understand the value their suppliers bring related to their own needs and goals.  

Areas addressed at the sales process stage of the design phase include:

• ‘Hot spots’ for improvement
• Effective process design and integration of best practices at activity level
• Sales support tools
• Systematic support to imbed new best sales practices discovered
• Measurements required to monitor, evaluate and adjust performance