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TSI - Project Management Training and Services
Crossmark
Process Mapping for Unified National Sales Rep Organization Software
The Challenge:
To develop a unified process for a national sales rep organization consisting of over one thousand retail personnel deployed in a number of North American markets. The objective of this initiative is to define the current state retail sales process and provide a comprehensive "To-Be" state to improve the entire program. This initiative required TSI to interview a wide representation of the organization and assets, identify and document best practices.
TSI Approach:
Interview a sample of the National Sales reps that included forty reps to determine the current process that they were following individually. Determine the best unified path and document the detailed sales rep process. Developing these processes to clarify roles & responsibilities and accelerate decision making within the Retail Division. In addition, this product will facilitate further collaboration with internal team members, stakeholders and external client teams as an output. Capturing the details of their interaction with the in-house sales software.
Final Solution:
The final deliverables for this phase of the project were a comprehensive visual representation (Quadmap) showing the entire sales process from idea to invoice. This served as the catalyst for organizational change and the adoption of "To Be" best practices throughout the organization.
Client Results:
Client placed the end-to-end process posters throughout the sales organization and is currently using the detailed posters to aid in developing software enhancements and training materials for their SalesTrak software resource. Additional benefits were realized when the sales team discovered the value of showing clients their delivery process and winning new business because of their documented, clearly defined Process Maps.
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