Sales Process Technology
Traditional Customer Relationship Management (CRM) applications are built around the standard approach to sales process design and management. This is where the responsibility for the sales process, almost in its totality, is delegated to the salesperson.
As a result, traditional CRM applications lack the specific reporting and workflow management capabilities required to execute the Ballistix approach to sales process design and management (where most sales-related tasks are centralized and sequenced automatically for less skilled operators).
Specifically, traditional CRM applications lack the following:
- Sophisticated campaign management capabilities.
- Sophisticated sales pipeline reporting. (The Ballistix approach requires that all activities within the sales process are monitored daily using run charts.)
- Workflow management. (The Ballistix approach requires that all tasks performed by sales support team members are sequenced automatically.)
MIS stands for Management Information System
The Ballistix Management Information System (MIS) is a proprietary-owned software application that integrates with most popular CRMs.
The MIS has been engineered to extract key data from the CRM application and interpret it according to the logic that underpins our Sales Process Engineering methodology.
Because Sales Process Engineering is revolutionary in its application to the sales process, there are no commercially-available applications worldwide capable of fulfilling Ballistix’s (or its clients’) requirements.
A new approach to management reporting
A key foundation of Sales Process Engineering is division-of-labor. This means that discreet activities within the sales process are performed by a team of specialists.
This necessitates the need for a formal (as opposed to an intuitive) approach to management and, accordingly, management information.
The Ballistix MIS provides team members and management with ready access to the information required to make intelligent management decisions.
It does this by addressing the following two questions:
- How does each team member working within the sales process know what to do, and when?
- And how does management know when to intervene, and when not to?
Knowing the answers to these questions enables management to objectively:
- To assist sales coordinators prioritize scheduling and opportunity management tasks according to relative value.
- To provide management with a view of the health of the system (is the sales pipeline in a healthy state and where is the current constraint)?
Want to know more?
If you would like to learn more about our Sales Process Engineering methodology, we suggest you visit our 'Want to know more' page and subscribe to our resource library. Here you can:
- Read our whitepaper on Sales Process Engineering
- Watch on multimedia presentation on the practical application of Sales Process Engineering
- Visit our Sales Process Engineering website where you can read articles on the theory behind — and the practical application of — Sales Process Engineering
- Book an executive briefing with Justin Roff-Marsh to explore the appropriateness of a Feasibility Study to your organization