Sales Resource Optimization

FOCUSING ON WHAT MATTERS, MATTERS MOST

Sales teams who sell complex products or sophisticated services must often make significant investments in the sales process in order to win the deal. Our sales resource optimizer leverages the wisdom of your extended sales organization to select the best deals and allocate the resources necessary to win.

Sales Resource Optimizer is the right solution for you if:

  • You don’t trust the strength of information in the pipeline.
  • There is a lack of certainty that sales professionals (including sales engineers and sales service professionals) are allocating time to the best deals.
  • Too much “guessing” is happening in regard to which opportunities to pursue or not pursue.
  • Frustrations exist because the pipeline management tools don’t do a very good job of accounting for stakeholders beyond specific opportunities.
  • Deals seem to sit in the pipeline without much movement.

Engagement Model and Deliverables

Sales Resource Optimizer engagements typically proceed through the following 4 phases:

  • Assessment. We will review your current sales processes to determine how your team allocates resources to deals. We’ll go beyond what you tell us by playing Innovation Games® with your team to discern their true sales processes and to discover what is – and isn’t – working.
  • Planning. We’ll work with your team to plan for our optimization process. We’ll review existing sales and management systems and outline the processes by which we can ensure a sustainable approach to improving resource allocation is implemented.
  • Getting Started.
    We’ll help your team get started by facilitating several Innovation Games® online to familiarize them with our approach. The tangible, actionable results that we can produce in a single game will build confidence that your team can integrate our approach into their ongoing sales process model. And because our games are played online, you’ll find that our games fit your current travel budget — even if that budget is zero!
  • Ongoing Execution. THe foundation to a sustainable improvement is a change in your business process. In this last phase we’ll work with you to ensure your new and improved approach to resource optimization produces lasting benefits.