Sales Strategy
New View specializes in the development of revenue streams and re-inventing sales funnels. This type of innovation often means investigating existing sales systems, processes, people and customers as well as evaluating existing and potential new products and services.
The process we use is cross functional across industry sectors to firstly evaluate the issues and identify opportunities. Secondly we look to build out a plan for new customer acquisition and revenue growth. In the final phase we look to drive the implementation of the plan for maximum return knowing that every plan is only as successful as the implementation.
At each stage we ensure that staff are involved and contribute to the process for maximum buy in. Our objective is to effectively embed the plan within the organization; while driving each element for maximum revenue production.
Phase 1: Evaluation & Research
We typically look to further evaluate the business to develop a new customer acquisition sales process(es). This involves:
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Mapping out the process as it stands including sales cycle length
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Reviewing the quality and nature of existing customers
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Evaluating issues as they relate to the sales funnel
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Identifying new opportunities, brainstorming and outlining them
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Defining the possible universe of new prospect groupings
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Identifying skill sets and training needs
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Gathering best practices for new client acquisition
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Reviewing current sales and marketing to existing and new customers
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Uncovering possible sales and marketing ideas
Phase 2: Plan Development
The second phase of this process is building out a plan to attract new customers and drive increased revenues, in conjunction with the relevant team members.
This plan typically will includes the following:
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New process for client acquisition
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Transition plan
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Review of staffing needs
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Suggested solutions to trial for existing issues
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Plan timeline
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Expectations on sales ratios and metrics
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Definition of new prospect customer groupings
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Instructions on building out the new prospect database
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New marketing process for new customer acquisition
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Marketing ideas to trial
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Listing out of best practices in new client acquisition
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Training outlines
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Recruitment outline if required
The plan takes into account the strategic thinking along with the expense and revenue numbers associated with the changes being made. Unlike a Business Plan, this plan provides flexibility that will be required as the implementation takes inevitable twists and turns. “What if” variables are evaluated knowing that we are moving into uncharted territory. It also outlines a number of options that may or may not be pursued depending on the outcomes at each step of the plan. Finally the plan has a specific timeline of what needs to be achieved as well as success measurements along the way.
Stage 3: Testing, Coaching & Plan Execution
Achieving success in implementation, within any organization, is challenging. The commitment to a new or even enhanced sales funnel can often be challenged by existing commitments to the core business or by those unwilling to accept any change. The dynamics of any team on this type of project will require encouragement, review, training, direction and support to achieve the desired results.
This final phase of the process specifically involves testing ideas and actively implementing the plan.
Each element of the plan will need attention including implementing the new sales process, marketing, staffing, training as well as reviewing it step by step to ensure it is progressing in the direction of new client acquisition and increased revenues.
New View is involved in the change management process as people buy in to the change required in understanding, thinking and activity. This will be a key area of management and training.