Drive Revenue And Profits

Drive Revenue and Profits Drive Revenue and Profits

Through Well Aligned Sales & Through Well Aligned Sales &

Professional Services ProcessesProfessional Services Processes

George BalintGeorge BalintGB & Associates Management ConsultingGB & Associates Management Consulting

Copyright 2008. George Balint 2

George Balint George Balint

George Balint is an entrepreneurial Professional & Consulting George Balint is an entrepreneurial Professional & Consulting

Services executive with extensive leadership and handsServices executive with extensive leadership and hands--on on

organizational development experience in implementing and organizational development experience in implementing and

managing IT systems sales, analysis, design, delivery and suppormanaging IT systems sales, analysis, design, delivery and support t

competencies, aligning and streamlining business processes competencies, aligning and streamlining business processes

organizationorganization--wide, building and leading nationwide crosswide, building and leading nationwide cross--functional functional

teams and instituting profitable business practices in a varietyteams and instituting profitable business practices in a variety of of

industries and markets.industries and markets.

George BalintGeorge Balint

803/802803/802--59715971

[email protected]@comporium.com


Key Objectives of the Sales ProcessKey Objectives of the Sales Process

What are some key objectives of your What are some key objectives of your Sales process?Sales process?



�� Let Sales do what it does best Let Sales do what it does best -- SELLSELL

�� Ensure Sales costs are commensurate with the Ensure Sales costs are commensurate with the

opportunity opportunity –– Reduce Sales CostsReduce Sales Costs

�� Shorten Sales LifeShorten Sales Life--Cycle and increase Closure Cycle and increase Closure

RateRate

�� Provide seamless and professional transition Provide seamless and professional transition

(hand(hand--off) to the Implementation Teamoff) to the Implementation Team


�� Consistent utilization of tools and methodologyConsistent utilization of tools and methodology

�� Establish longEstablish long--term profitable Customer Relationshipsterm profitable Customer Relationships

�� Realistic solutions and implementation plansRealistic solutions and implementation plans

�� Competitive and profitable pricing Competitive and profitable pricing –– ROI for the ROI for the customercustomer

�� Differentiated sales processDifferentiated sales process

Positive sales experience for your customer and your Positive sales experience for your customer and your companycompany



Engagement Life CycleEngagement Life Cycle

Marketing

Sales

Implementation

Customer Care


Sales Life Cycle StagesSales Life Cycle Stages

The Sales LifeThe Sales Life--Cycle can be divided into 3 major Cycle can be divided into 3 major

Stages:Stages:

1.1. QualificationQualification

2.2. Discovery Discovery –– Technical AssessmentTechnical Assessment

3.3. Analysis, Design, Presentation & CloseAnalysis, Design, Presentation & Close


Sales Life Cycle StagesSales Life Cycle Stages

Qualification Discovery - Technical Assessment Analysis - Design - Close

T

r

a

n

s

i

t

i

o

n

t

o

D

e

l

i

v

e

r

y

Sales Sales & Pre-Sales Team Sales, Pre-Sales & PM Team

Discovery Kick-off

Discovery Process

Evaluation

Analysis & Design

Presentation &

Close

Logistics

Sales Initialization

Qualification

Qualification Stage

� Identify Business

Objectives

� Identify

Stakeholders

� Identify Budget

and Time-frame

� Identify

Competitors

� Establish

Reasons for

Going to Next

Phase

Discovery - Technical Assessment Stage

� Conduct Discovery Kick-off

� Gather Project Requirements

� Refine Business Problems & Objectives

� Complete Site Survey

� Evaluate Business Opportunity

� Establish Reasons for Going to Next

Phase

Engage Pre-

Sales

Analysis - Design - Close Stage

� Analyze/Design Solution

� Align Solution w/ Business Objectives

� Determine Logistics Requirements

� Formulate Business Value

� Determine Pricing

� Develop the Proposal

� Present & Close on Proposal

� Transition to the Project Delivery Team

Proposal

Preparation

Stage

Owner

A

C

T

I

V

I

T

Y


WhatWhat’’s Happening in the Sales Processs Happening in the Sales Process

The major elements in each of these 3 Stages are:The major elements in each of these 3 Stages are:�� DeliverablesDeliverables –– what is completed or accomplishedwhat is completed or accomplished

�� ToolsTools –– what tools are used for the deliverables and by the resourceswhat tools are used for the deliverables and by the resources

�� ProcessesProcesses –– what processes, procedures, methodologies are used in completingwhat processes, procedures, methodologies are used in completingthe deliverablesthe deliverables

�� Skill SetsSkill Sets –– are the major skill sets, expertise and knowledge areas requiredare the major skill sets, expertise and knowledge areas required in in each stageeach stage

>>>>>>Technical complexity increases as Sales LifeTechnical complexity increases as Sales Life--cycles cycles progressesprogresses

Qualification Discovery Analysis/Close

Technical ComplexityLow High


Consequences of UnConsequences of Un--Aligned Sales/Services TeamsAligned Sales/Services Teams

� Sales is bogged down with non-sales activities

� Sales is not equipped to handle technical complexities

� Sales doesn’t have time to focus on building pipeline

� Sales includes opportunities with low closure possibilities

� Just another sales team – no different than the competition

� Proposed (technical) solution doesn’t fully address the

business problem – and – Pricing is non-competitive

� (Too) Optimistic implementation timeframes

� Failed Implementation


Professional Services Organizational ChartProfessional Services Organizational Chart

Professional

Services

Organization

Marketing &

Pre-Sales

Support

Delivery

Pre-Sales

Support

Sales

Engineering

Managed

Services

Project

Management

Implementation

Engineering

Technical

Support

Training &

Documentation

Sales Support Implementation Customer Care


Professional Services (PS)Professional Services (PS)

�� Manage technical complexity Manage technical complexity -- Technical and Process Technical and Process supportsupport & & FacilitationFacilitation

�� DeliveryDelivery, , DeploymentDeployment, , ImplementationImplementation, , ContinuityContinuity, , ConsistencyConsistency, , ScalabilityScalability

�� Management oversightManagement oversight

�� Budgetary OversightBudgetary Oversight

�� Free Sales staff from nonFree Sales staff from non--sales activitiessales activities

�� TrainingTraining, , managementmanagement and and assignmentassignment of staff and resourcesof staff and resources

What is Professional Services – How can it help?


Roles & Responsibilities Roles & Responsibilities –– AlignmentAlignment

Pursuit TeamPursuit Team QualificationQualification DiscoveryDiscovery Analysis/CloseAnalysis/Close

SalesSales

��Qualify CustomerQualify Customer

��Account ManagementAccount Management

��Client RelationshipClient Relationship



��Business InterviewsBusiness Interviews



��PricingPricing

��Proposal PresentationProposal Presentation

Sales Sales

EngineeringEngineering

��Sales Process LeadSales Process Lead

��Schedule InterviewsSchedule Interviews

��Technical InterviewsTechnical Interviews


��Sales Process LeadSales Process Lead

��PricingPricing

��Proposal/SOWProposal/SOW

��Proposal PresentationProposal Presentation

Project Project

ManagementManagement


��Site SurveysSite Surveys

��Implementation time & Implementation time &

cost estimatescost estimates

��Implementation PlanImplementation Plan

��Resource Scheduling Resource Scheduling ––

AllocationAllocation

TechnicalTechnical��Technical InterviewsTechnical Interviews ��Technical AnalysisTechnical Analysis

��Technical DesignTechnical Design

Copyright 2008. George Balint

Payoff of Alignment

� Build a healthier sales pipeline

� Shorten sales life-cycle and increase closure rate

� Seamless transition from Sales to Implementation

� Meet profitability and margin targets

� Solution fully addresses business challenges/problems


Payoff of Alignment

� Lower Sales costs

� Increased Add-on sales potential

� Competitive edge in the Sales process

� Competitive and profitable pricing


Summary

� Sales is also about critical “soft” objectives

� Sales Life-cycle requires “other” skills

� Professional Services provides infrastructure to increase your sales potential and effectiveness

� Increase your sales revenue, margins, and customer satisfaction

Documents

Drive Revenue And Profits