Sales Process Analysis

The sales process has two components: how your sales organization sells or the sales-cycle and how customers buy or the buyer's journey. Over time, the sales process in many companies becomes ineffective. This danger typically arises:

• When new products are introduced
• When existing products are repositioned
• When channel partner strategies are transformed
• When the buying behaviors of customers change

When any of these changes occur, it’s time to re-evaluate your company’s sales process.

In our sales process analysis we review:

• The buyer's journey-the series of steps that buyers go through to becoming a customer.
• How your organization is selling today — i.e., your existing sales cycle
• What marketing tools are available at each step to help move the sale forward
• What marketing tools are working and why
• Whether your sales process provides a competitive advantage
• Where the sales support staff is working well and where problems exist
• The length of your sales cycle
• The lag time between steps
• The "leakage rate" of your funnel
• The number of leads required to close an order
• Your funnel-to-forecast accuracy
• Your win-loss ratio

We provide detailed feedback on how to improve your current processes in order to improve your market position.