Instead of trying to manage results, a successful process manages activities that lead to results. That’s why a “best practices” sales process is the foundation for successful selling.
In most organizations, the accounting, manufacturing, engineering, R&D, and human resources functions have established, written operating processes. But, for some reason, few organizations establish processes for the one department that all others rely upon: sales. Without a clearly defined process, sales becomes a case of “ready, fire, aim!”
Consilium works with client companies to design and implement a sales process framework that incorporates the best practices of the client’s most successful sales people, reflects the desired buying processes of their customers, and draws on industry best practices for sales process. The collaborative approach we employ ensures a robust solution, and one that is both well understood and endorsed.
Most projects begin with in-depth research of customer buying processes and of the selling processes of our client’s most effective sales people. Consilium then develops a blueprint for the sales process and measurement program. Next, the blueprint is refined through a series of hands-on workshops with our client. From this point, we work with our client to implement a comprehensive sales process.