Sales Process Optimization

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Overview

Massini Group has engaged with sales organizations of all shapes and sizes. We have worked with companies in industries spanning from finance to tech, from communication to travel. Across all of these experiences Massini Group has found that successful sales organizations have many things in common.

Massini Group uses this experience, combined with our tools and development to create sales environments that evolve to become industry leaders. Whether we are helping you better utilize your existing tools or introducing you to new options, Massini Groups stresses the importance of process over tools or other “off the shelf” solutions. What can sales process optimization include?

Time Motion Studies

To properly assess the needs of an environment it is usually necessary to understand what resources and processes are currently in place. Massini Group has experienced in a high proportion of sales environments that sales teams spend more time dealing with systems and deciding where to sell next, than they do selling.

Massini Group will spend time with your existing sales teams to determine the assets and liabilities in your current process. Often this means repurposing resources and engaging with sales and marketing to eliminate wasted motion and streamline decision making allowing your teams to focus on the next sale.

Alignment of Resources and Targets

Is your sales team sized properly?
Do you have enough leads to sustain their efforts?
What is occupying their time and what is their true capacity?

These are among the questions that we answer when we enter a sales environment. Based on experience and knowledge of your environment the reach of your sales team can be determined and you can begin to hit the correct targets, with the correct reps at the correct time.

Structured Data Collection

The methodical collection of data is essential to truly understand your sales environment. Massini Group seeks to identify, for every sales interaction the progress that was made:

Did I reach the targeted account?
Was I able to identify the decision maker?
Was I able to engage that decisionmaker in a dialogue?
Was I able to convert that dialogue to a sale?

If a sales organization is struggling with any of these steps there are different responses and tools that may need to be employed. Massini Group is familiar with the resources required to help your program over these hurdles.

Comprehensive Activity Tracking

Massini asserts that outcomes must be collected, comprehensively, whether they are;

Positive (sale, appointment set, lead generated)
Negative (not interested, invalid target, requesting no contact)
Indeterminate (no answer, no response, too busy)

When tracked consistently over time the most powerful sales data your organization can have is created organically. Over thousands of campaigns and millions of leads Massini finds, almost without variation that the most statistically predictive variable of future outcomes or success is historical interaction, if it is collected in a structured, comprehensive manner.

Actionable Reporting

Reporting must be structured to not only measure attainment, but to provide actionable insights that can be extrapolated to maximize gains. Massini Group helps their clients by ensuring that not just the outputs are measured in reporting, but the inputs are understood and weighted to allow proper isolation and identification of drivers of success. The following components are typically required in a structured reporting system;

Input Structure
Timely Collection
System Integration
Singular Views of Omni Channel Environments
Ability to Customize Reports to Business Needs
Leading Indicator Metrics

Reporting must be timely. Massini works with their clients to develop APIs to drive real-time reporting and is familiar with many of the sales tools in the industry. The unique nature of your business will require custom reporting solutions to drive the results that your team desires.

Feedback Loops and Training

How does my organization take these learning and put them back into our process to further sharpen the tip of our sales spear?

For Massini Group the answer is programmatically and quickly. We have developed tools and processes that utilize the data created in the above described processes to trigger lead treatments, appointment times, resting rules and other strategies that can be implemented, monitored and adjusted.

Through every iteration we will widen the bullseye for your sales team.