Core Offerings to Build Your SRS 2.0

It is good to focus on the core activities that are make-or-break early in your Sales Revenue System 2.0 implementation. Here, we have identified key service units. We recommend you review these and implement them as soon as practical.

FIW 300   Your need is to integrate the SRS forecasting method into your business and internal workflows. We conduct a Forecast Integration Workshop of one full day. Participants include the CRO and sales management with selected participation from marketing, engineering, R&D and manufacturing. The value is to introduce the 5M's sales concepts, the critical qualifying questions process, and to review the 4 Aces forecast process. Note that our standard Forecast Form may be found in our Download area.
At the conclusion of the workshop, the forecasting process is to be adapted to fit into the existing business processes and forms. This Forecast Integration Workshop also enables dialogue on the details of the Differentiating Value process as the managers will see it working in their specific areas of responsibility, so that appropriate adjustments may be made.

FIW 300   Management Forecast Integration Workshop............................Typically $6,000-$9,000 depending on group size.

Billed half upon scheduling, half upon completion. It is necessary that this be done in person -travel outside of the Minneapolis - St. Paul metro area is additional and reimbursable. 

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GLF 350   With the management forecast integration workshop complete, the need is to  bring the revised SRS forecasting process to the direct sales level. During this direct level forecast implementation, key aspects of the "5 M's" critical qualifying questions and digital forecast process will be addressed and linked to the steps in the prospect buy cycle. In a two-day session, sales representatives connect their behaviors inside the Sales Revenue System with how to interpret and report their pipeline for sales forecast purposes. This is a critical event in the implementation of your Sales Revenue System. Representatives will generally re-evaluate their previous forecasts in light of this workshop, and become more realistic and accurate.

As part of the two-day Direct Level Forecast Workshop (GLF 350), sessions can be modified to incorporate additional Sales Skills topics.  These skills are aligned with our Critical Qualifying Question process and are designed to increase sales rep effectiveness in handling traditional sales challenges.  Skill topics include prospecting (including 20 second intromericals), call control, communication skills, handling stalls, bid disruption, qualifying the competition and closing presentations (the 2 Minute Drill).

GLF 350   Direct Level Forecast Workshop, two days............................Typically $12,000-$18,000 depending on group size.

Billed half upon scheduling, half upon completion. It is necessary that this be done in person - travel outside of the Minneapolis - St. Paul metro area is additional and reimbursable.

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NIP 500   With the SRS "5 M's" critical qualifying questions and related pipeline forecast process in place, the need is for an incentive plan that aligns all factors. As outlined in the SRS 2.0 manual, this includes the review of the current plan, the clarification of goals and target compensation and relationship to individual contributions. The deliverable is a first level plan proposal that can be finalized by the CRO and executive team in keeping with the overall SRS implementation.

NIP 500   Development of New SRS Incentive Compensation Plan..........Typically $6,000-$9,000 depending on the number of sales levels and positions (Business Development, Sr. Account Manager, etc.) to be covered.

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NHI 600   New talent will be needed over time. The SRS implementation responds with a new candidate position description and a web-based profiling system in order to screen new applicants. Needs also exist to train sales managers in the core precepts of SRS 2.0 in effective sales interview techniques and making offers. This session is a one-day workshop on definition/redefinition of the sales position, writing effective media listings for the position, how to review the profile report against the critical attribute requirements, structuring the interview and offer closure. Program includes five web-based applicant sales assessment reports for future openings.

NHI 600   New Hire Workshop and Talent Selection....................................................................$5,000 (includes 5 sales applicant assessments at $400 each)

Billed half upon acceptance and half upon completion. Travel is additional and reimbursable. Since openings will occur, early scheduling is recommended to be prepared. 

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OBP 650   With new talent, there is a need to map and refine a successful onboarding process. The value is in getting new candidates up to speed and producing in minimum time. Includes review of existing process, analysis against SRS 2.0 requirements, and draft definition of new process and accountability matrix to be finalized by management. Typical process takes 2 days to complete if done onsite.  

OBP 650   On-Boarding Process and Fast-Track Development...............................................$6,000

Billed half upon scheduling and half upon completion. Travel is additional and reimbursable. Since hiring will occur, early scheduling is recommended to be prepared.

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