Are you an executive or manager in need of a defined sales process that can help shape your customers' experience?

Defining the Sales Process session is led by highly trained and experienced personnel who have been designing processes for the last 15 years. Your organization's executives participate in creating or enhancing a process or series of processes that specifically reflect your selling world. You will identify:

   The best sales approach to maximize revenue while minimizing the C-O-S.
   Interim steps in the process with milestones assigned to each step for forecasting purposes.
   The skills and job aids needed, and whether or not those skills and job aids exist.
   Management inspection points in the process.  Based on this information, an appropriate deliverable is
     created for the process steps.

With a sales process, sales managers should be able to have sales representatives point to the selling step they have most recently completed, show the supporting documentation, and complete the forecast without moving their lips!

For more information:
To learn more about our CustomerCentric Selling® Workshop, please contact Bosworth-Kenney at
760-436-2444 or info@bosworth-kenneyselling.com.

Operation executives
Sales executives
Sales managers
Marketing executives
Marketing managers
Professional Services executives

   Valuable for:

Your Organization will benefit from processes that reflect specific requirements and provide:
A repeatable selling model
Improved resource efficiency
Pipeline management to interim steps, not just an overall quota
Auditable sales forecasts based on documentation, not verbal representations
Ability to identify selling skill deficiencies and offer assistance on an interim basis, not wait for quota to be missed

Participants learn how to design an effective sales process including: 
Defining various sales processes essential to the organization
Identifying the right sales personnel to maximize resource  utilization
Determining the "Best Selling Practices" for each sales area
Determining key milestones for steps in the sales process
Scoping the selling skills necessary to execute each selling step
Identifying the major deliverables sales should generate from each step
Benchmarking important sales management checkpoints in the process
Designating an owner of the overall sales process

  Skills learned:

  Key benefits:

Defining the Sales Process Workshop