Sales Process Optimization Consulting
The Fastest Path to Improved Salesforce Productivity
Speak with a Sales Process Optimization Consultant
What We Can Achieve Together
Process Redesign
Improving process efficiency improves productivity. Sales process redesign simplifies and streamlines recurring processes to achieve 10-20% efficiency and time savings, on average.
That equates to an extra 4 to 8 hours per week to be reapplied to selling.
Process Automation
The Johnny Grow mantra is 'everything that gets repeated gets automated.'
CRM technology and sales enablement apps automate processes and accelerate process cycles and save 3 to 6 hours per week, on average.
Performance Analytics
Analytics go beyond efficiency measures to drive effectiveness. They show how tasks and activities contribute to outcomes. And when they don't.
Eliminating low value and no value activities frees up 2 to 6 hours per week, on average, to reapply elsewhere.
3 Ways to Increase Productivity
It's one of the top 3 questions among sales managers: How can we improve sales force productivity?
Research results from the Sales Excellence Report found that labor efficiency programs are a recurring activity. Unfortunately, these programs tend to be intermittent, without structure, and deliver mixed results at best and temporary results more often.
There's a better way. In fact, there are three ways. You can redesign processes to be more streamlined and effective, apply technology to automate manual activities, and develop analytics to work smarter.
Business Process Design
Because there is no sense in automating inefficient processes, the first method of business process redesign is a precursor to the other two.
And when performing process redesign with clients we always discover two things — activities that can be done in less time and activities that can be eliminated. The later delivers an immediate and sustained time savings.
A good tool for this job is Agile Value Stream Mapping. This method quickly identifies idle periods which extend process durations and measures process tasks by value or non-value. That makes it well suited to eliminate non-value-added steps and activities.
Technology Automation
Technology is needed to make process improvements consistent, automated, and scalable.
But processes must first be defined for sequence and outcomes. To achieve this quickly, we often use the Universal Process Notation (UPN) method.
A UPN diagram is a work stream map that facilitates automation. It's basically a flowchart of steps and conditions. Each step allows drill down to details if needed.
Once the work stream is defined you can apply Business Process Management (BPM) software or CRM application workflow tools to automate the steps and make the processes fast, consistent, and repeatable.
There are several types of tech automation. They include things like on-screen interactions which prompt reps for responses, triggered actions which request reps to complete an action, or behind the scenes workflows which automatically take action.
The top technologies to improve labor efficiency are CRM software, collaboration apps, content management systems, sales enablement tools and AI. Our experience shows that many times sellers would benefit from using more of the technologies they have before acquiring new tools.
Performance Analytics
The third method is performance analytics. The right analytics show staff how their time can be applied to better impact the most important revenue performance measures. They show reps what they should start doing, stop doing and do differently.
Salesperson analytics are best displayed in role-based CRM dashboards that prioritize tasks and deliver focused metrics. When correctly designed, they prioritize actions based on what's most important at any point in time. That saves time and improves both efficiency and effectiveness.
Sales operations are built on salespeople performing processes. You can drive quantum leap improvements by making those processes simplified, streamlined and automated; in that order. That then results in achieving outcomes that are efficient, effective and predictable.
"85% of the reasons for staff failure are deficiencies in the systems and process rather than the employee. The role of management is to change the process rather than badgering individuals to do better." —W. Edwards Deming
Improving Sales Performance is our Business
Helping clients achieve sales process automation is a Johnny Grow core competency.
We are experts in sales process design. We are well versed in tools such as Agile Value Stream mapping and the UPN model. We are certified and experienced with AI and CRM technologies such as Salesforce.
Our prescriptive methods, best practices and acceleration tools bring proven techniques to achieve significant and sustained improvements.
Our purpose-built analytics bring visibility and predictability to progress and slated results.
And to de-risk our programs, we round out our services with program management, organizational change management and governance.
Sales Acceleration Starts Here
Ready to automate your sales processes?
It's a lot easier and faster with prescriptive guidance and expert help.
If you are considering professional help, schedule an introductory call with a subject matter expert using the schedule below.