sales assembly line
DESCRIPTION
Sales Assembly Line - A few of the points that any sales organization should be managing and gearing toward sales and client satisfaction.TRANSCRIPT
the sales assembly line
Pathfinder Development
The benefit ofThe “Sales Assembly Line” is incremental improvement
Define each step
Measure each step
Improve each step
Repeat
Example ofThe DIRECT “Sales Assembly Line”
Offer development
Resource planning
Market definition/planning
Pricing
Sales quota expectations
Competitive positioning
Value statement
Marketing materials
Marketing Procedures
Project & Ongoing Marketing effort
Sales training/education
Non-Sales training/education
Customer Relationship Management
Services
Prospect lists
Prospect messaging Prospect contact
Prospect messaging
Presentation materials
Sales funnel management
Contracts/Order placement
Back-end order processes
CRM Updating
Billing & Invoicing
Scheduling and/or shipping
I’ve run out of space and the customer doesn’t even have product/service
The CHANNEL and WEB “Sales Assembly Line” only adds to the complexity
Offer development
Resource planning
Market definition/planning
Pricing
Sales quota expectations
Competitive positioning Value statement
Value to partner
Marketing materials
Partner Materials
Web planning…
Web development
Marketing Procedures
Project & Ongoing Marketing effort
Online marketing
Traffic studies
Data collection and evaluation
Sales training/educationNon-Sales
training/education
Customer Relationship Management Services
Prospect lists
Prospect messaging
Prospect contact
Prospect messaging Presentation materials
Partner recruiting
Partner Training
Sales funnel management
Partner Management
Contracts/Order placement Back-end order processes
CRM Updating
Billing & Invoicing
Partner compensatio
n
Scheduling and/or shipping
I’ve run out of space and the
customer doesn’t even have
product/service
The “Sales Assembly Line”
Start at the beginning…
– include every touch point, or every point that could effect sales…
– develop a process that boosts the customer experience…
The first step in the line is the development of an interesting & compelling offer.
Offer development
A business plan for each product, service or offering including how we will be able to deliver such.
Resource planning
This step includes research into who the appropriate market might be and planning how we will reach them.
Market definition
& planning
Planning the pricing and understanding the internal costs. Additionally, research into competitive pricing.
Pricing
Planning on how much can be sold in comparison to how offering can be delivered. Developing a measurable quota for sales.
Sales quota expectations
Research into competition. Developing a compelling approach to highlight pros while reducing cons.
Competitive positioning
Developing a compelling value statement beginning with getting a prospects attention right on thru presentation.
Value statement
Design and develop eye catching and compelling marketing materials and copy.
Marketing materials
Develop an effective, sustainable and affordable procedure to introduce offering into the market.
Marketing Procedures
Get the marketing ball rolling. Ensure that this effort continues as planned.
Project & Ongoing
Marketing effort
Develop a training process including materials for sales people. This could include a “Train the Trainer” program.
Sales training & education
Non-sales people also interact with clients and prospects. This will include an abridged version of the sales training program for every employee in the company.
Non-Sales training & education
This may include an online or packaged product. This may also include a home-grown application.
Customer Relationship Management
Services
Finding and or creating a comprehensive prospect list, and then managing this list to utmost value.
Prospect lists
Creating a compelling message to attract the largest swath of prospects and clients.
Prospect messaging
Develop a repeatable suite of methods to contact desirable and qualified prospects. This step is designed to secure a presentation.
Prospect contact
Develop a suite of presentation materials that will guide the prospect to the inescapable conclusion that they need to make a buying decision. (No; Yes, but not now or yes)
Presentation materials
Develop a set of management protocols to effectively manage the sales funnel. This step is designed to triage sales to give attention where needed.
Sales funnel management
This step maximizes customer satisfaction and drives additional sales.
Billing & Invoicing
Creating a smooth process to ensure customer satisfaction and further build value for the client.
Contracts & Order
placement
Develop an internal process that ensures a smooth and satisfying experience for the client.
Back-end order
processes
Get as much detail into customer record to maximize customer satisfaction and future sales opportunities.
CRM Updating
Ensuring a high degree of customer satisfaction and over delivering on promises made.
Scheduling and/or
shipping
Your “Sales Assembly Line” needs to be aligned at each point to focus solely on the prospect or client.
Every touch with prospects, clients,
clients records, client product or service or
any where in the market
Sales spectrum
Three avenues for any sales effort
Channel, Indirect, partners
Web/OnlineDirect Sales
Alone or together
Web/Online Sales
Direct Sales
Channel Sales
Common threads
Channel Management
Value Definition
Program Development
Process Development
Marketing Plan
Marketing Materials
Program Management
Opportunity Management
Web/Online Management
Value Definition
Program Development
Process Development
Marketing Plan
Marketing Materials
Program Management
Opportunity Management
Direct Sales Management
Value Definition
Program Development
Process Development
Marketing Plan
Marketing Materials
Program Management
Opportunity Management
Results for our client
Our proven methods don’t involve any mystery or hoakey schemes. They are based on simple tasks that offer a measurable outcome.
Our compensation is based on the results that we deliver.
Action
A relationship with Pathfinder Development will open the door to a repeatable method that can scale to massive proportions.
We make things as simple as possible (but no simpler).
Our focus on sales results shows you that we take a long term approach – Your sales make us money.
We build a real, scalable program around your product or service.
We bring the tools, materials, relationships and experience; you bring the product/service and desire to grow.
A complete sales solution – A suite of sales programs
What can Pathfinder Development do for you?
Ala Carte or packaged solutions
You focus on your offering – let Pathfinder Development focus on your sales
Performance based sales solutions
Pathfinder Development does all of this for you. We will even hire, train and manage a team of highly skilled and extremely well equipped sales people, channel development people and telemarketing people.
