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!