Overview:
At the heart of our Sales OS is the:

q Philosophy of Process Management... "You cannot manage Result$, You can only manage the activities and things that will yield Result$"

q Definition of Customer Buying Processes.

Process Definition:
After doing this some 50+ times, we have developed a methodology that is proven to actually improve how Sales Professionals sell, and it even becomes noticeable to their customers.

The 1st Process Definition starts with the high level view of the major Stages that link just a Name on a Target List (ie: a Suspect) to a firm Contract or Sale.

Once this is finalized:
q Exit Criteria are added to each Stages, ie: how will the Sales Professional know the Stage is completed and be ready to move onto the next.

q Internal Checkpoints are added, eg: Sales Strategy & Plan completed and reviewed.

Optionally we can add Tools, Hints of what to do, or not to do, against each Stage.

Finally, we revisit the Process and allocate Responsibilities, eg: Where Marekting maybe involved to generate Leads, or where Support Staff should be involved.

The Definition Process
Based on doing this many times before, we normally do this by conducting a "brain storming " session with a group of at least 1 excellent Sales Professional and 1 excellent Sales Manager.

To reduce the time needed, we bring 1 or 2 examples of previous Process Definitions that would be close to the one needed.

PERFORMAX Tools: Our library of Processes developed for other Customers