Sales Process Engineering, SPE, is a major new advance in strategic sales and marketing. It is designed specifically to maximise profitable growth and eliminate budgetary waste. SPE enables you to understand exactly how your key prospect customers make purchasing decisions for your type of product or service group.

Sales Process Engineering then specifies the most effective and efficient sales process – that is the series of progressive actions that are required to generate, develop and then close sales leads successfully.

A highly flexible strategy that ensures you understand and respond immediately to changing customer needs - together with competitive and other critical market conditions

Sales Process Engineering is a systematic approach to structuring sales activity to follow a highly practical and proven sequence. This process is visible, repeatable and measurable. It eliminates reliance on ‘intuition’ - based on inadequate customer data – and the need to ‘reinvent the wheel’ for every sale.

SPE specifies the exact marketing communication and sales tools that are required to progress every sales lead at each stage of the process – from generating initial awareness amongst a highly targeted audience, to identifying the precise requirements of each prospect, defining and presenting your solution, and persuading and influencing your prospect to place the order.

SPE is a strategic sales and marketing development programme that we undertake with you, to help you to plan and structure your business to meet revenue, profit and ROI (Return on Investment) objectives. It is ideal for all industry sectors and accommodates any CRM (Customer Relationship Management) software system. The SPE process specified for your business will meet your exact operational situation, organisational needs and commercial goals.

Sales & marketing activity that is focused to meet clear and specific sales team performance and revenue targets that fulfill your commercial objectives

SPE comprises a series of progressive activities to produce a practical documented model that you then implement as the optimal sales process programme. It sets out each of the steps in the process, objectives at each stage and the specific sales and marketing actions that are required:-

Customer modelling: identifying how your customers undertake their purchasing processes, so that you can clearly understand and then model what your customers really want - and then decide how and when you can fulfil their needs most profitably. This takes full account of prospects’ information and communication preferences, as well as competitive and other market and technology issues.
Sales modelling: modelling the sales processes and techniques of the leading sales professionals in your sector: to develop a highly focused programme for effective use in your sales education, organisation and management.

Target objectives: identifying and setting ambitious, achievable targets for your sales and marketing teams that contribute directly to ROI (Return on Investment) objectives. This includes sales management tracking processes that support sales incentivisation for the team and full accountability to you.

MarComs Specification: to specify the most effective communication at each stage of the process, to minimise waste and maximise ROI. The programme views the full range of marcoms – including new media, print and promotions – to define the activity that will most effectively progress the sales process. To raise awareness, generate leads and provide an authoritative and persuasive flow of two-way communication to influence each prospect to a successful conclusion.

Sales Training: to ensure that the sales team understands, supports and is motivated by the SPE model that is specified. We address the core motivational issues and practical support that each team member needs

Selling tools: specifying the most appropriate tactical support to empower the sales process: sales scripts, PowerPoint content, questioning strategies and dealing with objections, to effectively sell to your target audience

Rea-TMA Marketing Group develops an initial documented Assessment Brief of a client organisation’s current sales process and the strategic options available, and a specific budget for SPE, to establish the programme requirements.

Fully realise your sales potential

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