Sales Process management

Sales ProMap^TM - Mapping your sales pipeline processes

Poor sales processes give rise to unintended consequences.

For example, sales call centres create unnecessary repeat calls (>30%)a nd generate too few sales leads. Order departments generate high levels of returns, frustrating customers and sales personnel.

Direct sales departments take too long to move prospects through to being a paying customer reducing profits and diminishing cash flow. Credit departments generate high levels of bad debt or restrict sales. Production departments generate high levels of stock outs and back orders, restricting sales.

None of these departments set out to generate poor results. But poor process design or poor process controls and management generate bad sales outcomes all the time.

Change Factory ProMap^TM is a methodical approach to mapping processes. The Change Factory ProMap^TM method includes:

• Process map for each business outcome where it is logical to have one
• Accountability charting for each process (Responsible, Accountable, Informed, Consulted)
• Process performance indicators
• Risk assessment (against client nominated parameters e.g. impact on sales)
• Competency requirement commentary
• Frequency of the process being used
• Systems usage of the process

The resultant compendium of processes can be re-engineered to remove constraints against known sub-optimal business outcomes.

If poor processes have been identified as a factor limiting your sales in audits, customer complaint resolutions or post implementation reviews of projects, then contact us for a facilitated discussion on identifying broken processes and re-engineering those processes to improve sales outcomes.

ModProm

In addition, Change Factory can record processes in ModProm, a process mapping database for storage, retrieval, analysis and reporting of processes and process parameters. The basic functions of ModProm include:

• Process data capture
• for each process the description of the process can be stored, together with R.A.C.I. data
• Data structuring
• the structuring of the organisation's processes into a hierarchical tree-structure which allows ready understanding of the main business drivers
• Linked process flow diagrams
• the linkage of process flow diagrams to each process allows a more structured view of the process which lends itself to validation and verification of supporting IT systems and processes
• Publication
• publication of the process data is supported by the ability to set any user's access as read-only and also to publish an HTML snapshot of the data, independent of the application itself
• Reporting
• reporting of the processes attributes allows an overview of the whole set of processes and identification of any process hot-spots
• standard reports include the ability to analyse a set of processes to highlight any that lack an Accountable or Responsible resource, or have multiple Accountable or Responsible resources, or lack defined KPIs
• additionally, a snapshot of the data can be taken at any time, generating a set of HTML files which can then be published on the organisations Intranet or Internet without requiring ModProm.

ModProm comes pre-loaded with a range of standard processes for a range of typical business activities, from process engineering through to event management.

Complementing these standard activities is a set of 500+ KPIs with their definitions, structures and calculations already established, helping you to kick-start process-based management in your organisation.

ModProm lets you record, edit and publish your process information in a manner that is readily accessible by all users. ModProm is a multi-user application, allowing many contributors to edit the data.

For users who need just passive access to the data, their view of the data can be set to read-only to avoid any accidental changes. Once you process data is stable, a "snapshot" of the data can be created as a set of HTML files which no longer even need the ModProm application to publish its data.