Consulting

The rate of change with buying and selling processes over the last 3 years has been unprecedented. Several factors have contributed to this change: Legacy selling methods and systems are lagging the innovative approaches being adapted by today’s buyer. The quality, quantity and timeliness of information gathered by the buyer is increasing to the detriment of the “average seller”, thus creating more of a customer service, transactional, fulfillment selling role. Gen “X” and Gen “Y” preferences and influences are beginning to emerge.

• Every sales transaction is now competitive due to full disclosure.
• People, process and technology are still key components of successful selling, however the extent which each contributes has changed according to the context of the solution / environment / channel of preference.
• Today’s selling models have failed to anticipate the rate of change and the associated balance of people, process and technology. Predictive selling models must now anticipate changes (continually) based on trends as opposed to react to changes based on results.
• Selling is less predominant than that of marketing, coverage, etc.
• The ability to exchange goods and services for money will be a function of an integrated sales and marketing system that transcends the differences in both these functions and aligns with overall buying preference …. from messaging, interaction, fulfillment & delivery, support and satisfaction

Sales-FX Consulting applies creativity to sales performance by:

• Assessing the balanced use of people, process and technology in the overall sales and marketing effort.
• Identifying gaps in the current state
• Developing sales performance strategies and processes which provide insight into sales model optimization on an ongoing basis

Consulting services are a function of a defined premise and/or problem state, requiring:

Assessment and analysis

• Diagnose / document / validate the current state (qualitatively and quantitatively);
• Establish key benchmark data from which to measure progress / change;
• Develop / validate prioritized list of recommendations aligned to business impact / need.
• Develop / validate future state vision, strategies and rationale
• Management review / approval for design and development

Design and development

• Establish scope of project based on future state vision including timeline, resources and key management checkpoints
• Develop, document and validate implementation plan and components:

Develop, document and validate high level program blueprint design / low level program blueprint design (including objectives / linkages /dependencies)

Develop, document and validate key program metrics by phase of implementation

Develop and implement change management process

Test program components (stand-alone / integrated), “end-to-end” against future state scenario’s, document results

• Management review / approval for installation and implementation

Install and implement

• Technology / tool plan
• Logistics / readiness plan
• Training plan
• Communications / reinforcement plan
• Policy / cadence plan
• Management review

Monitor, measure and manage

• Review process / plan
• Adjustment / update