Sales Process Management

Change Factory RaciMap^TM - Eliminating role confusion

Silo mentality between sales, marketing, fulfilment and accounts receivable reduces sales' organisational effectiveness and efficiency.

Being clear on who has input, who decides, and who takes action during the customer's buying process is critical to sales success.

Getting new products to market requires cooperation and understanding of who does what across product development, production, procurement, sales, distribution, marketing and finance. Confusion over who does what and when not only increases the risk of a product not being ready to market on time, it incresaes the risk of cost overruns.

Large companies may be able to absorb the costs of late to market products and budget blowouts. Small and medium sized organisations usually do not have the luxury of diversity of income to protect themselves against a poorly organised product introduction.

Change Factory Sales RaciMap^TM is a simple tool which enables teams to participate actively in systematically determining the job roles that will take on the tasks involved in meeting the target customer's buying process. Change Factory Launch RaciMap^TM is a similarly simple tool for a product launch.

Utilising Change Factory RaciMap^TM in your Sales organisation can deliver significant benefits:

• productivity improvements
• capacity increases through elimination of overlaps
• leaner organisation through collapsing unneeded layers
• improved planning and communication
• reduced rework
• reduced process failures

If you think your Sales organisation is suffering from silo mentality contact us on +61 408508490 or email to organise a discussion about using accountability mapping as a silo buster.

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