Irrespective of the type of company he helps to run, a sales manger's
job is to concentrate on one distribution channel. Manufacturers, for example, sell products to
the end user via retailers/distributors, and if you're a B2B company your distribution and sales
process will be more direct. As a step in the the total optimisation of turnover/profits and the
allocation of your sales resources this entails, your sales process should be mapped with individual
targets/KPIs for the various phases.
The following example details the features a quantifiable sales process mapping could feature.
Initially a meaningful sales process should be defined. For each individual phase a requirements
specification should be prepared which details the conditions that have to be met before sales prospects
will move on to the next phase in the sales process.
In addition to mapping the various phases of the sales process examples of a number of quantifiable
KPIs should be prepared. These are useful in helping to identify potential areas for optimisation in
the prospect to customer process.
Optimising the sales process will require a number of skills and best practice tools, examples of
which should be provided.
Finally, a realistic assessment of the value of the pipeline at various stages could be prepared or,
alternatively, a weighted pipeline should be described in which forecasts are only made on the basis
of supplied tenders, the terms of which have been met (or largely met).
Contact me with further information about how I
can optimise my sales process / distribution channel.
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