Sales Process Engineering

I was in an all day workshop today with Ballistix. Justin Roff-Marsh ran the day around applying the theory of constraints (TOC) to the sales process. To read more about TOC, you must read the Agi Goldratt's book called The Goal - read all about it here

Anyway, the concept is all about applying sound process and division of labour principals to the sales process. We all know that the sales process and the sale itself is black magic. Every sales guy under the sun will say how what they have is special and that only they know how to close a deal - this means that the traditional sales function is hard to manage and all but impossible to scale.

The modern sales function resembles production, as it would have been, prior to the industrial revolution. The workshop talked about a method for engineering the sales function into a measurable, manageable and scalable process.

We are only day 1 of our journey to truly understand what this means - we are certainly not doing this to grow the sales team and function, it is categorically focussed on driving consistency in the entire sales process and have it manageable and focussed in the manner we need it to be, without the hundreds of variables that exist today.

I can't wait to see it in action - albeit it will take us around 6-9 months to really see it through.

Watch this space...