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Deployment of Best Practices – Sales
Sales Business Process Reengineering (SBPR) is a management approach aimed at improving efficiency, productivity and the effectiveness of the sales processes that exists within and across organizations. The key to SBPR is for organizations to look at their sales business processes from a fresh perspective and determine how they can best restructure these processes to improve sales efficiency. The model we follow at Cullinan Consulting is based on the PRLC (Process Reengineering Life Cycle) approach developed by Guha Etal (1993) and in blend with Solution Selling Methodology & best practices from Sales Performance International:
- Envision new processes and initiating change
- Process diagnosis
- Process redesign
- Reconstruction
- Process monitoring
Cullinan Consulting also recognizes the significant role of information technology (IT) within the business process reengineering initiatives. We consider it a major enabler for new forms of working and collaborating within an organization and across organizational borders:
- Shared databases, making information available at many places.
- Expert systems, allowing generalists to perform specialist tasks.
- Telecommunication networks, allowing organizations to be centralized and decentralized at the same time.
- Decision-support tools, allowing decision-making to be a part of everybody's job.
- Wireless data communication and portable computers, allowing field personnel to work office independent.
- Interactive videodisk, to get in immediate contact with potential buyers.
- Automatic identification and tracking, allowing things to tell you where they are instead of requiring to be found.
- High performance computing, allowing on-the-fly planning and re-envisioning.
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Deployment of Best Practices – Sales
Sales Business Process Reengineering (SBPR) is a management approach aimed at improving efficiency, productivity and the effectiveness of the sales processes that exists within and across organizations. The key to SBPR is for organizations to look at their sales business processes from a fresh perspective and determine how they can best restructure these processes to improve sales efficiency. The model we follow at Cullinan Consulting is based on the PRLC (Process Reengineering Life Cycle) approach developed by Guha Etal (1993) and in blend with Solution Selling Methodology & best practices from Sales Performance International:
- Envision new processes and initiating change
- Process diagnosis
- Process redesign
- Reconstruction
- Process monitoring
Cullinan Consulting also recognizes the significant role of information technology (IT) within the business process reengineering initiatives. We consider it a major enabler for new forms of working and collaborating within an organization and across organizational borders:
- Shared databases, making information available at many places.
- Expert systems, allowing generalists to perform specialist tasks.
- Telecommunication networks, allowing organizations to be centralized and decentralized at the same time.
- Decision-support tools, allowing decision-making to be a part of everybody's job.
- Wireless data communication and portable computers, allowing field personnel to work office independent.
- Interactive videodisk, to get in immediate contact with potential buyers.
- Automatic identification and tracking, allowing things to tell you where they are instead of requiring to be found.
- High performance computing, allowing on-the-fly planning and re-envisioning.
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