Your SRS 2.0 Full Project Plan
As a sales leader, you naturally want to jump ahead and close the deal, to get to the bottom line. As a good manager, you also know that the devil is in the details and connecting-the-dots, all that stuff that has to happen to keep everything in alignment. For example, you implement the SRS 2.0 forecasting method. But how do the new sales hires get trained? And it is keyed into the stages of the sales process and how you differentiate your value to the customer, so this had better not be a 2 minute napkin sketch after the sales call!
The following is the "full meal deal" - all the project steps to build out a complete SRS 2.0 implementation that will change your workflows, sales culture and deliver on the results you need. Perhaps you or your staff can do part, or maybe it works better if they stay focused on sales during the transition. We welcome your call to discuss implementation options and sort out the best plan for your business.
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SPA 200 In deciding to implement a limited or full SRS initiative, the need is to do a detailed gap analysis between "as-is" and desired "to-be." We first enter into a non-disclosure agreement to assure confidentiality of all non-public materials. A qualified associate will expend two to three days with you and your staff, preparing an audit of your existing revenue system. Additional time is expended preparing an assessment report highlighting specific issues. To prepare for this assessment, we will need the materials in the "Revenue System Audit Materials" you will find in the "Download" area. The value to you is to find the areas you are doing well, those require immediate attention, and acquiring a systems view of your sales domain.
SPA 200 Existing Revenue System assessment and Report.....................................................................................Typically $4,000-$6,000 depending on the number of audit topics covered.
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ESM 250 Your need is to drill into the building blocks of your present revenue system, and to evaluate the managers and representatives you have today. To do this, we typically use one of our favorite third-party structured assessment tools. The individual representative evaluation profiles sales strengths, weaknesses, and identifies critical beliefs and behaviors that hinder current performance. For managers, the evaluation provides a comprehensive view of strengths, weaknesses, and specific management level development recommendations.
ESM 250 Evaluation of Sales Manager and Report...................................$500/each
ESM 255 Evaluation of Sales Representatives and Report........................$400/each
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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 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.
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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" and 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, 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 intromercials), 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.
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OFI 400 The need is for rep-level reinforcement of the forecast process and ongoing skill development with your Differentiating Value and the critical qualifying questions. There will also be turnover and the need to fill in the blanks for those people. For this purpose, monthly conference calls are scheduled. The value is in the transition to the new critical qualifying question process, relating that to the sales forecast pipeline, and reinforcing that this is the standard operating procedure of the business.
OFI 400 Monthly Scheduled Rep Level conference calls......................$1,500/each
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SMF 450 As with the direct level, there is a need for sales management to have repetitive reinforcement and learning for successful implementation of the SRS 2.0 business process. As with the direct level, this is a scheduled call with the sales management level. The value is to hold their individual contributors accountable for competent pipeline reviews, and assure that the representatives are doing their critical qualifying process due diligence. Additionally, this provides group coaching on the handling of sales performance problems.
SMF 450 Scheduled Sales Management conference calls...................$1,500 / each
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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
Varies 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 5 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
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OBP 650 With new talent in process, 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
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