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Wednesday, April 10, 2013

Best Practices: Designing a Sales/Solution Process Map

As a Consultant I have often found it easier to help a client when I understand their Sales/Solution Delivery process better, to do this I usually start off with a process map which helps me in analyzing my clients strengths and weaknesses so that I may be able to project them in manner that would be beneficial for them. I have mentioned some principles that help me guide through the process.

Common Mistakes when doing process Mapping
1.   Don’t start with a detailed map as you run the risk of losing track of the big picture
2.   Normally analysts start with focusing  on the client, instead Focus on the Seller as we are are doing a sales map and not a satisfaction survey
3.   Initially start the exercise by mapping without showing how the results will be measured
4.   Don’t go about copying other departments sales maps because most of the times they don’t apply to you

Principles that provide you with better insights
1.    Foreground goals in organizing your process map
2.    Determine how to create value for your client throughout the process
3.    Define and project the map tools, skills & performance metrics along with the process
4.    Engage your people in the process map to define problems and solutions

If you want some perspective on how you or  your company needs to enhance their Sales/Client Management Capabilities, please email me at shubhanjan.saha@gmail.com
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