Quickly validate the causes of poor data quality, value the impact of improving data quality, and receive best practice recommendations on how to solve your immediate challenges.
What will you get?
Sales process adoption across all key stakeholders.·
Quality and accuracy of your opportunities; the 4RIGHTS.
Impact valuation of improving forecast and pipeline accuracy.
How we will deliver?
Analyze, correlate, and frame your existing pipeline to identify strengths and weaknesses.
Documentation of next best actions to deliver your optimal pipeline profile.
Zoom Q&A session with key stakeholders and a senior analyst.
How long does it take?
5-day turnaround from provision of data.
Whether our clients are deploying a new CRM platform or calibrating an existing one, our Salesforce.com consulting services are deployed using these steps:
Step 1: Create a detailed BRD
We work with each client to document their unique business requirements. This BRD maps the business requirements to the application solution so that the defined sales process is supported across all stages from lead to opportunity to cash. It connects the business needs and requirements to the functional application platform.
Step 2: Develop and Test
Implement the requirements outlined in BRD into a full functioning sandbox to validate process flows, functionality, user stories and reporting of the minimum viable information (MVI) required across the entire lead-to-cash process.
Step 3: Deploy, Assess and Optimize
Move the new or enhanced platform to the production instance and train users on the system. Provide mangers with real-time reports directly in the platform that will allow them to track and trace the health of the system. On a quarterly basis, review the health metrics to determine any system optimizations required.
Opportunity Execution ensures a return on investment for the effort and energy expended to deploy your Salesforce.com platform, sales process, methodology, and entire lead-to-cash lifecycle. It is delivered by apply the following steps:
Step 1: Effort optimization:
Identify and focus sales teams on those opportunities that are aligned or misaligned to the company’s unique Optimal Opportunity Profile (OOP). Tag every opportunity in your CRM platform so that you can identify and measure the impact of those activities and actions that directly result in an opportunity being won or lost.
Step 2: 4Rights:
After the OOP has been applied to all opportunities, apply our 4Rights framework to manage each opportunity across your defined sales process.
Step 3: Real Deal Execution:
Drives sales process rigor and discipline by aligning the company’s existing sales skills and methodology to the company’s unique Optimal Opportunity Profile (OOP). The immediate impact of Real Deal Execution is seen by winning the tagged opportunities as defined in Step 1. The knowledge and experience of these wins is then leveraged across all opportunities to deliver long-term revenue performance.
