Any sales process has at least two elements that must be properly in place to obtain optimum results.

• The process of account management and development.
• The skills required to apply the process
• The skills required for the whole selling cycle.

Key elements include:

• Moving beyond formulaic selling systems. Understanding cause and effect. This allows intelligent adjustment to emerging and changing circumstances common in more complex buying decisions.
• Developing value. Not just using price as the default measure.
• Using developed value. In the sales process and negotiations.
• The full package or solutions view. Marshalling what can be added or removed to carefully address the client needs.
• Developing customer allegiance. Building customer loyalty and allegiance over a longer period rather than restarting the relationship with each sale.

Workshop sessions as follows:

First two sessions:
The strategic selling process - theory and preparation for practical where you work with real company data and examples.

Third session:
Applying a logical sales process to the real issues in detail

Fourth session:
Consolidation of all data from the earlier workshops and separate groups, and finalising a consistent process through agreed action plans.

Methods:

Workshops are participative. We use real data from the group where possible (avoiding problems of theory not fitting reality). This also means the group have more participative ownership and understanding of the results.

The Deltapoint Key Account Management or Strategic Account Management process focuses on:

• Creating a common and objective language to describe a client/prospect.
• Ensuring the objective measures used to describe our business relationship with a client/prospect are meaningful in terms of winning and securing sustainable business.
• Logical definitions of prospect opportunity, our current position in the process and the remaining tasks/steps we must complete to win.

Deltapoint employ practical visual representations of the selling process to aid understanding: e.g. shown here is a spreadsheet and graphical representation of a group of prospects showing a number of key elements in developing their business.

Other areas worked on in the proposed workshops include dealing with complex buying group decisions (as opposed to single or small group “user chooser” decisions):

Also covered is the need to PROGRESS client relationships rather than accepting loss of relationship until the next time.

What result should you expect?

+ COMMON language – in your terms
+ PROCESS – that suits your business needs
+ SKILLS development that fits the people & business need.
+ ANSWERS TO:

• What a prospect is worth to us if we win the maximum business?
• What we get now from this client as a % of an achievable maximum?
• What is the quality of our current business relationship is in OUR terms.
• What steps have we successfully secured, & what steps are yet to be taken.
• What are the right steps to take and can we take more of them.
• How to address “I’ve reached my limit, I need a 28 hr day to get more sales”.

From a management viewpoint getting this right means:

• CONSISTENT answers from the team.
• CLEAR progress indicators.
• ANSWERS to your question “are we going to win or not”?
• OBJECTIVE definitions of what do we need to do now.
• STRONGER & more informative BRIEFING to management.
• OVERVIEW with meaningful and reportable statistics.
• TOOLS to drive quality of activity not just quantity.

Q. Will this process MORE than pay for itself?
A. YES…
Investing in the Deltapoint process will generate an improvement in team effectiveness. Even just a 1% gain in effectiveness will cover this process cost many times over. Target gains should be many times this!