| Sales involving long lead-cycles can easily run cold if not managed correctly.
The tasks involved are not particularly difficult once distilled and understood, but they are over a long lead-time, labour intensive and often transferred from one sales team member to another. Nevertheless they need to be performed correctly and fully every time to ensure sales are achieved.Therefore the processes and actions need to be evidenced and easily retrievable.
The detail provided by Genius Methods workflows and checklists provides more insight than is commonly offered by Customer Relationship Management (CRM) programmes.
Examples of current applications in the sales area are:
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| ∗ Killer Questions |
| These comprise, at a very high level, key questions of a diagnostic nature that will identify your organisation’s knowledge of the sales processes. |
| ∗ Customer Identification |
| A checklist devised to ensure that the potential customer is adequately identified and information about the people, requirements, and contacts are correctly recorded. |
| ∗ SWOT Analysis of Customer |
| A 4-part questionnaire, based on a standard SWOT analysis logic, that maps the customer and the organisation. |
| ∗ Business Drivers |
| A checklist to define the Business Drivers present and allow and assessment of their strength. |
| ∗ Solution Mapping |
| Allows for the salesman to ensure that what the customer wants is something the organisation can deliver within the required volume, quality and timescale. |
| ∗ Opportunity Plan |
| An assessment of the likelihood that the proposed business will develop into a sale. |
| ∗ Opportunity Audit |
| A detailed checklist to audit the opportunity of the proposed transaction becoming a sale. |
| ∗ Sales Force Questionnaire |
| An assessment carried out by all the sales team that queries their understanding of, amongst other considerations, their role, their products and their state of satisfaction on communication, training and management.This can then be compared to management’s view of the same issues. Misalignment can be determined and issues can be prioritised and addressed. |
| ∗ Sales Leadership Questionnaire |
| Specifically aimed at Sales Managers and the issues they deal with, to determine where processes can be improved to help support sales staff and generate successful sales. |
