Sales Process Automation
An Introduction
byAshutosh Bijoor
Reach1to1 Technologies Pvt. Ltd
Topics
● Why automate sales processes?● Software demonstration● What are the challenges?● How to overcome these challenges?● A case study● Questions and Answers
Why automate sales processes?
Its all about winning!
As individuals...
...and as a team
What drives the team?
Individuals!
A few great players
can make a winning team!
But
Great players are rare
And sometimes fail
Leading toInconsistent Performance
Consistency
Means winning every time!
(or almost every time)
Consistency
Needs a winning process!
A Consistent Process
And a good captain!
A captain who
knows the players
Manages their performance
Uses the best team for the game
Is ON THE FIELD!
Why automate sales processes?
Consistent Sales Performance
Sales managersare
ON THE FIELDwith
ONLINE INFORMATION
● Sales calls● How many calls are we making per week? Per day?● Which customers are we calling?● How effective are our sales calls?
● Tasks● Administrative tasks by sales persons● Tasks requested by sales persons● Collaboration between departments
● Documents● Proposals and quotations● Pricing and discounts● Customization requirements
Sales managersneed to know the
THE SALES PIPELINE
● The Sales Pipeline
– Order closure v/s targets– Current open projects– Conversion ratios– Activity Levels– Customer coverage– Weighted pipeline (forecasts)
Are your managers ON THE FIELD?
Sales Process Automation
Software Demonstration
What are the challenges?
● Managing the learning curve
– Keeping sales persons on the field– Getting up-to-date information– Contradictory objectives
● Change in work culture
– Resistance to change– Operational style– Information hoarding
● Management Structure
– Change in managerial responsibilities– The middle management crisis– Re-structuring the sales organization
How to overcome these challenges?
● Incremental change– Too much too soon => no adoption
● Information optimization– Use existing information sources– Build bridges to new structure
● Top-down adoption– First managers, then sales persons– Incentives to be related to adoption– Centralize quality control
● Ongoing training and support– Technical support– User training sessions– Feedback implementation
A Case Study
(APW President)
● Fast growing market● High turnover in sales team● Increasing competitive threat from
international players● Decreasing profitability● Inconsistent sales performance
Scenario in 2003
Approach
● Implementation spread over 2 years● Integration with ERP and Excel● Management training● Incentive scheme related to KPIs● Ongoing support and customization● Centralized management, distributed
operations
Scenario in 2007
● Consistent sales performance● New sales persons easily integrated● Additional high-profit product lines using
same sales team● Up-to-date sales information● All Proposals and Quotations created
online● Extending to Collection Management
Questions & Answers
Thank you!