A Flex Implementation may be the first time consideration is given to the development of a best practices structured sales process for your business (if you are using Flex as a CRM tool).
- Understand your current sales/client management process – Leads, Prospects, Accounts, Opportunities.
- Uncover key information required to track the close and/or manage the sales process.
- Recommendations for improving processes where applicable.
The first step to outlining customer relationship and sales processes is to take it one step at a time and start at the beginning.
Questions to Review with Your Team:
- Which part of the sales process would you like to improve upon?
- Do you have a structured sales process in place?
- What is it that makes a lead a qualified prospect?
- What sales language do you use in your business?
- How do you find new leads?
- What percentage of time is spent on servicing existing customers vs prospecting for new business?
- How does the communication flow between sales teams?
- Do your sales people sell by territory or division or _____________?
- Do you work in sales teams or silos?
- What is your process for estimating and quoting to customers?
- What information will assist Managers to coach more effectively?
Our role here is to keep the reins on the requirements to ensure that we can achieve the corporate objectives without overwhelming individuals who may not have had any formal structure until now.
The focus at this phase is to gain insight into existing processes for Lead, Prospect, Account and Opportunity Management and to uncover key points that will set the stage for standardization methods to be deployed at the software design phase.