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| YPS
Sales Process Engineering
coupled with...
YPS
Sales Training
enables...
...an 8-12%
annual increase
in sales
performance!!!
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The Methodical Sales
Process
This intuitive, logical framework is an excellent basis for
organizing the collective sales wisdom of sales executives and reps.
The architecture includes 14 sub-processes that are grouped into three
main categories… Sales
Operations, the starting point and core of the whole selling
process, Customer Satisfaction, concerned with maintaining the
business of your current customer base and Sales Support, the
activities performed by field reps, staff and management to make the sales
operation as productive as possible.
As Sales Best Practices are identified, they are placed
into one of the 14 categories. They
are generally defined as follows:
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Sales Operations
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Identify Opportunities - To whom might I sell my products/services? How do I determine which are
the best prospects? |
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Gain Attention - How do I get the decision-maker to recognize that my firm might have useful products/services? |
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Establish Interest - How do I get the prospect engaged in a decision process regarding my products/services? |
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Design Solution & Build Commitment - How do I work with the prospect to customize and justify use of my products/services and begin to get his/her buy-in? |
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Present/Propose - How do I package my complete value proposition for delivery to the prospect? |
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Close - How do I reach final commitment?
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Customer
Satisfaction
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Deliver/Implement - How do I assure that my products/services are properly delivered
to and/or installed by the customer? |
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Support Operations - How do I ensure continued customer satisfaction? |
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Develop Relationships - How do I continuously establish and enhance the trust and confidence my prospects and customers have in my company and me?
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Sales Support
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Account & Territory Management
- What are all the things I must do to assure that my company's time and resources are productively and optimally used? |
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Field Operations Support - What must the sales support staff do to help the sales reps and what tools are needed? |
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Human Resources - How do I recruit, hire, train, motivate and retain sales personnel? |
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Quality Assurance - What are the standards for performance of each sales activity and how do I assure that these standards are met? |
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Process Management
& Metrics - How do I ensure continuous improvement? How do I measure all the activities in the sales process so I know if I'm doing well or poorly?
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Copyright 2000, the YPS Group, Inc. | |
A YPS
Customer Advisory
Council
can be your
most effective marketing tool! |
 |
Click Here
96 challenging ideas
to accelerate the methodical,
relentless, continuous improvement
of your sales process
Click Here
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Here
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Here
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here
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