Sales Process Engineering


		The YPS Group, Inc.
		*Sales Process Engineering and Sales Training*


Requires a Java Enabled Browser.

YPS
Sales Process Engineering

coupled with...

YPS
Sales Training

enables...

...an 8-12%
annual increase
in sales
performance!!!

A well-executed Sales Process Engineering effort can generate an incremental, annual 8-12% increase in sales performance per rep.

The process of YPS Sales Process Engineering has seven key components. Each of these is comprised of a set of techniques and service offerings and is supported by specific tools.

	Identify Best Practices - This series of interviews, surveys and discussions "mines" for the knowledge of your top sales producers and managers. In addition, we consider what works for others both inside and outside of your industry. The fundamental objective here is to identify the things that are and can be done to consistently produce outstanding results.
	Engineer Best Process – Using the YPS Methodical Sales Process as a baseline, a genuine transformation in the effectiveness of a sales team can occur. An engineering approach is applied to integrate sales best practices into a comprehensive process customized to your unique environment and requirements.
	Document – Sales Knowledge Mine – “Write it down!” is a YPS mantra. Documentation bridges the gap between the strategic efforts described so far, and the more tactical, practical tasks shown on the right side of the diagram. It is the key enabler and energizer of the whole process. The tools we use range from simple lists of ideas to process decomposition diagrams and cross-functional flow charts.
	Communicate/Educate/Train – The value of the process documentation is exploited with frequent, repetitive, continuous communication via discussion, e-mail, telephone conference calls and inter- or intra-net based knowledge mines and discussion forums. Active participation by all sales reps and managers in process development helps ensure their buy-in and sense of ownership. More formal education/training sessions augment overall learning and understanding.
	Develop Metrics & Analyze – “If it’s not measured, it’s not managed”. Metrics are a critical, integral part of the Sales Process Engineering process. Completion criteria and metrics are clearly defined for each major step in the sales process. When sufficient data has been collected, comprehensive statistical process analysis and control can be implemented.
	Implement Best-Of-Best - Unless the processes, tools and techniques that result from your sales process engineering are actually used by all members of your sales team – the effort is wasted. We provide both “carrot” and “stick” tools as well as an objective perspective to ensure that what is built is effectively applied.
	Tracking/Support Tools – Information Technology tools are essential for effective management of a sales process. The YPS “SPE” effort will help define your requirements regarding sales force automation, tracking and analysis tools. Optionally, we can also assist in selection, customization, installation and operation of these tools.

In addition to the process itself, there are two more essential elements underlying successful implementation of Sales Process Engineering. The first is establishment of a Sales Excellence Council™ and the second is proficient facilitation.

The Sales Excellence Council™ should be composed of the “best and brightest” of sales and sales management personnel. Their role is twofold. First is to ensure the high quality and direct tactical relevance of the SPE effort. Second is to ensure “buy-in” and widespread implementation of the Council’s output. In individual company SECs, the top sales executive should chair the Council. Membership should be viewed as an honor.

The facilitator must have executive level sales management experience, a thorough understanding of process engineering and knowledge management principles and detailed working knowledge of the required documentation, diagramming and statistical tools. The role of this individual is to “make it happen” and to provide a critical, realistic outsider’s perspective. YPS consultants are trained to fulfill this role.

Members of the Sales Excellence Council should be familiar with the “SPE Effect”, Sales Process Maturity concepts and the YPS Methodical Sales Process.