Sales Process Development

Instead of trying to manage results, a successful process manages activities that lead to results. That’s why a “best practices” sales process is the foundation for successful selling.

In most organizations, the accounting, manufacturing, engineering, R&D, and human resources functions have established, written operating processes. But, for some reason, few organizations establish processes for the one department that all others rely upon: sales. Without a clearly defined process, sales becomes a case of "ready, fire, aim!”  

• Quantify your sales team’s performance on a monthly basis.
• Equate sales performance to forecasting and making quotas.
• Document which sales people make their quotas.
• Detect hiring errors quickly.
• Help managers assess individual selling skills.
• Empower managers to develop individual action plans that assist sales people.
• Base management forecasts on facts, rather than faith.
• Design compensation plans that drive sales performance.

The Catalyst Sales Process

You can ensures sales team success with the help of your southwestern Pennsylvania consulting ally, Catalyst Connection. We’ll help you design a process that’s based on knowledge of clients, supported by research, and coupled with organizational enablers and inhibitors. Your tool kit will include:

• Proactive lead generation
  • Lead identification tools and processes
  • Farming/hunting/prospecting approaches
  • Appointment-setting processes
• Opportunity qualification
  • Questioning framework
  • Opportunity evaluation
  • Reporting
• Sales call processes
  • Fact-finding
  • Surfacing opinion
  • Identifying need
  • Uncovering expectation
  • Understanding consequences
  • Identifying the buying process
  • Value messaging
  • Negotiating
  • Proposals
  • Commitments
  • Delivery
• Account management
  • Follow-up
  • New opportunity identification
  • Increasing customer share
  • Designing customer-specific services
  • Designing customer-specific products
  • Managing customer ROI
  • Managing company Return on Customer (ROC)
  • Collecting referrals, references, and testimonials

The Catalyst Management Process

Once your sales process is up and running, you may want to step back and examine your management process. In many companies, sales people often fight for the time they need to do the job that only they can do: selling. The sales team’s role can be confused by variables like customer service, product delivery, billing, collections, and inside sales. We can help you introduce a well-structured management process that enables sales to focus on important tasks without losing sight of the big picture.

The Catalyst Pipeline Management Process

Management based on month-end or year-end numbers is no more effective for sales people than it is for managers. Sales people require — and deserve — proactive feedback and guidance. Our pipeline management technique gives your team:

• A road map with a clear destination.
• A focused picture of the required activities.
• Opportunities for guidance and coaching
• The ability to review progress at a glance.
• More accurate and realistic forecasting

Benefits

• Higher productivity.
• Increased revenue.
• More predictable forecasts and results.
• Quick response to non-performance.
• Proper alignment of resources and key sales opportunities