 The key focus of sales managers is sales generation whether of initial or recurrent nature. In both cases there are standard patterns of interaction among stakeholders that will lead to success. Deviations from these patterns, which consist of certain dynamics and types of exchanges, will usually indicate a lowered probability of closing a sale, especially in a complex sales cycle. The key questions for sales managers are therefore:
- Who are the stakeholders of the sales process?
- What pattern of interaction repeats itself in successful sales engagements?
- Are we deviating from successful interaction patterns?
- How can we improve compliance to proven methods and processes?
The ValueNetworks.com application can help answer these three questions based upon the initial identification of stakeholders and successful interaction patterns through five simple steps:
1. MAP The Value Network. Experienced salespeople identify the key roles and interactions and map the value network as a Strategy Blueprint for successful sales.
2. DEFINE the needed support. This Strategy Blueprint is then used to configure a supporting process (Business Blueprint) and then an enabling workflow system through a derived technical configuration (Technical Blueprint).
3. CONFIGURE the intelligence. Flatfile queries on the workflow system allow for importing of performance data into the ValueNetworks.com application for value network and collaborative network analysis.
3. MONITOR performance. Comparison of performance data to benchmark data defined previously can occur manually or through configuration of notification systems that trigger email or SMS functionalities in existing communication tools.
4. OPTIMIZE performance. Continual monitoring reveals opportunities to align actual performance with the desired performance.
Typically the first and often the second step are accomplished through workshops involving experienced sales people and support staff. Data required by ValueNetworks.com for the benchmark originates from the strategy workshop where success stories are used to design the ideal state. Performance data is then gathered from the properly configured workflow system.
Practically speaking a first step after the workshop is to migrate the strategy blueprint into a business blueprint in BPEL format, for example. This is then imported into a workflow system and calibrated appropriately. The BPEL format is important since it can be expected that workflow will need to be adjusted regularly to accommodate dynamic sales environments. Inside corporate firewalls the use of tools such as Microsoft SharePoint® usually allow for the fastest and most flexible approach. In cross-organizational environments tools such as Induct® or JComm1® are recommended. Following the installation of process and technology the relevant training of stakeholders and salespeople is of course needed as well.
In this manner the competence is created to scale successful interaction patterns quickly and with high user acceptance throughout the sales organization.
If you have questions or wish for more information please contact us at info@valuenetworks.com.
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