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| YPS
Sales Process Engineering
coupled with...
YPS
Sales Training
enables...
...an 8-12%
annual increase
in sales
performance!!!
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The Methodical Sales
Process
This intuitive, logical framework is an excellent basis for
organizing the collective sales wisdom of sales executives and reps.
The architecture includes 14 sub-processes that are grouped into three
main categories… Sales
Operations, the starting point and core of the whole selling
process, Customer Satisfaction, concerned with maintaining the
business from your current customer base and Sales Support, the
activities performed by field reps, staff and management to make the sales
operation as productive as possible.
As Sales Best Practices are identified, they are placed
into one of the 14 categories. They
are defined as follows:
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Sales Operations
(This section comprises the tradition sales "Funnel" or Pipeline.")
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Identify Opportunities - To whom might I sell my products/services? How do I determine which are
the best prospects? |
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Gain Attention - How do I get the decision-maker to recognize that my firm might have useful products/services? |
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Establish Interest - How do I get the prospect engaged in a decision process regarding my products/services? |
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Conduct Discovery
- How do I work with the prospect to clearly define requirements and
issues, customize and justify use of my products/services and begin to
get his/her buy-in? |
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Present/Propose - How do I package my complete value proposition for delivery to the prospect? |
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Close - How do I reach final commitment?
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Customer
Satisfaction
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Deliver/Implement - How do I assure that my products/services are properly delivered
to and/or installed by the customer? |
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Build Loyalty - How do I ensure continued customer satisfaction? |
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Develop Relationships - How do I continuously establish and enhance the trust and confidence my prospects and customers have in my company and me?
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Sales Support
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Account & Territory Management
- What are all the things I must do to assure that my company's time and resources are productively and optimally used? |
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Field Operations Support - What must the sales support staff do to help the sales reps and what tools are needed? |
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Human Resources - How do I recruit, hire, train, motivate and retain sales personnel? |
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Quality Assurance - What are the standards for performance of each sales activity and how do I assure that these standards are met? |
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Process Management
& Metrics - How do I ensure continuous improvement? How do I measure all the activities in the sales process so I know if I'm doing well or poorly? |
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Four sets of
information need to be developed for each of the 14 categories.
These include:
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Completion
Criteria - How to do I know when I have completed the stage?
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Metrics - How
do I measure the quality and quantity of my performance?
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Best Practices
- What specific activities will help me achieve the completion criteria
most quickly and efficiently?
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Tools - What
tools are available to help me execute the best practices, efficiently
and effectively? |
All of the above
intelligence needs to be organized into a formal sales knowledge mine
that is:
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Readily available to
all sales personnel
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Continuously updated
and improved |
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