There continues to be much discussion
7 steps to painless
about ongoing changes and operational
excellence pursuits in sales process
management. The following seven
steps will help you properly implement
process changes with discipline based
on the insights and best practices for
1. Know the current process
Having a complete understanding of the process is undoubtedly the first point to
take care of if you want to be in full control of every process stage. “Why doesn’t it
work?” – is one of the most popular questions at this stage. That is why it’s of crucial
importance to be aware of how the process used to work before trying to make any
adjustments to its flow. The knowledge of the process lineage, distinct identifying
of the change to be made and analytics on the process improvement goals are the
fundamentals of a successful change.
2. Analyze the current process
The tool you’ve chosen to analyze the sales process doesn’t actually matter, be it
process mapping, cause/effect analysis or any other, but you should better consider
answering to the following questions:
• Which of the steps create bottlenecks?
• What step is the most time-consuming one?
• What are the process steps that do not work the way they need to?
• What steps slow down the whole process?
• Are there any steps that are markedly more resource-intensive or costly?
• Are there any steps that affect the quality in the negative way?
3. Communicate the change internally
Make sure to take into account the opinion of all the affected stakeholders from the
very beginning. You should get their detailed feedback before changing a process in
any way, especially if this change influences or threaten interconnected processes.
An integrated and all-embracing approach to sales process change will help you
avoid and forestall possible misunderstandings and contradictions that may arise.
What’s more important, it will allow you to find the most effective way of making the
change while considering stakeholders’ preferences.