PRE-SALES CONSULTANTS

ORIENTATION PROGRAM
Session 1 – Understanding Sales Process

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 Agenda – Session 1

• Understanding the Sales Process and Sales Cycle

• Understanding the Orientation Program Structure
• Understanding the Industry Sectors
• Gaining Insights of Prospecting

Applicaion and Action

1 List of Industry Sectors
2 List out organizations in each industry sector

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 What is Management Consulting

• Management consulting is the practice of helping organizations

to improve their performance
• Management consultants help organizations solve problems,
improve business performance, create value and maximize
growth. They identify solutions for business troubles and make
suggestions for changes to implement.
• helping clients achieve results that redefine their industries.
• to identify and solve complex business, organizational and
operational problems and define and improve processes

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 A Small Food Cart

1000 – Loan 500 – Loan

500 – RM
1000 – RM
600 – Sales/ Mid Day
1200 – Sales/ Day End 500 – RM
200 – Profit 600 – Sales/ Rest of Day
100 – Interest 700 – Money in Hand
200 – Profit
100 – Net Profit
50 – Interest
150 – Net Profit

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 SALES PROCESS – THE BIG PICTURE

Prospecting Lead Contracting Service Delivery Resale/ Referral

Generation Sale

Identify target Generating Understanding Delivering Generate

customers/ interest and the service and referrals from
customer establishing requirements ensuring the customer
segments contact with (value), value delivery (wherein he
decision proposing to client and becomes an
makers and order WOW ambassador
signing experience to for our
customer services)

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 UNDERSTANDING SALES PROCESS

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 SALES CYCLE
Rapport, Credibility
and Trust

Ask for Referral Need Identification

Order Signing and

Receive Advance Establish Benefits
Cheque and Loss to Avoid

Establish ROI Build a Solution

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 PROSPECTING

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 Session 2 - Understanding the
Industry Sectors

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 Sales Prospecting

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 Understanding the Industry Sectors
Let’s Brainstorm
Manufacturing IT and ITES Services Infrastructure Health and Entertainment
Wellness
Pharma IT Food Outlets Construction Fitness
Electronics BPO Airlines
Food Call Centers Transportation
Automotive
Textiles
Garments

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 Session 3 - Understanding a
Business Organization

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 Understanding the Industry/ Business Sectors
Let’s Brainstorm
Manufacturing IT and ITES Services Infrastructure Health and Entertainment Education
Wellness
Pharma IT Food Outlets Construction Fitness Media
Electronics BPO Airlines Communicatio
ns
Food Call Centers Transportation
Automotive HR Services
Textiles BFSI (Banking,
Financial
Services and
Insurance)
Garments

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 Profit Equation

PROFIT = SELLING PRICE – COST PRICE

RAW MATL COST + OPERATING EXPENSE

SALARIES + RENT + POWER + COMMUNICATION + WATER + TRAVELLING

Only way to improve PROFITABILITY is by improving PRODUCTIVITY

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 Functional Structure of Organization
Maximum Profitability
Goal (Make more money now and in future)
Finance and Accounts

Critical Success Dominant Market Share

Factors Sales and Marketing
(Necessary conditions)
Customer Satisfaction

Design/ New Product Development

World class Speed of new product/ World class Production
products & services service development customer support Engineering
Quality Assurance
Quality Control
Innovation Speed of
Purchase / Supply Chain
Response
Stores/ Warehouse

Highly Motivated Human Resources

Work Force Administration
IT Infra Mnmt
Asset Management
Highly Competent Fulfillment of
Projects
Associates individual needs

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 ManagementThe
System
Management System

Mission and Vision

Organization goals Strategic Objectives
Strategic Envisioning/Planning
Strategy
development
Organization Management System

Organization Processes and Programs

with initiatives and projects
Strategy
Resources and drivers Organization and communication
implementation • Governance Model
• Management development
• Incentives • Leadership and Team work
• Training/ • Management Review and Monitoring
Competency development

Guiding
Principles Relating to: Customers, Innovation, Value, People, responsibility

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 PDCA Cycle
Quality Management System

Organization & its Support

context and
Operatio
(4)
ns
Plan (7 and 8) Do
Customer
Satisfaction
Performance
Customer Planning Leadership
Evaluation
Results of
Requirements (6) (5) (9) QMS

Products & Services

Needs & Act Improve Check
expectations of ment
relevant (10)
Interested Parties
(4)

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 Michael Porter Value Chain

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 Key Success Factors
Requirements for Improving Strategy Execution Capabilities

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 Key Success Factors

BUSINESS RESULTS = STRATEGY PLANNING + STRATEGY EXECUTION

STRATEGY EXECUTION α CAPABILITIES

CAPABILITIES =
PROCESSES + PEOPLE COMPETENCIES + RESOURCES

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 Strategy Execution – Some Facts

1. Most Fail
2. Priorities
3. Leadership
4. Communications
5. Incentives
6. Knowledge

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 Strategy Execution – Some Facts

1. Most Fail
2. Priorities
3. Leadership
4. Communications
5. Incentives
6. Knowledge

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 Strategy Execution – Some Facts

1. Most Fail
2. Priorities
3. Leadership
4. Communications
5. Incentives
6. Knowledge

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 Strategy Execution – Some Facts
Formal Systems and Processes
• 11% of companies employ a "fully-fledged" strategic control system
• 70% of organizations that used a formal process to manage strategy out-performed
their peers
• 77% of successful companies have an established mechanism to translate their strategy
into operative terms and evaluate it on a day to day basis
• 80% of the companies have at least one formal system for managing commitments
across silos
• 75% of successful companies have a formal and pre-established system to inform on
and manage their strategy.
Source: Harvard Business Review

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 Factors for Successful Strategy Execution

• Clear Objectives and Targets

• Provide Resources, Responsibilities and Accountabilities
• Focus on Execution
• Right Metrics and Acting on Trends
• Effective Reviews
• Most important align policies, people, processes with
strategy

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 APPLICATION AND ACTIONS

• Identification of Complete List of Industry/ Business

Sectors or Types. (Rupesh will coordinate)
• Identification of Two Industry Types and Key Success
Factors in each of them

Mail this information before 9PM, share it by email or in the whatsapp group.
Feedback will be discussed in tomorrow’s session

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 Session 4 - Understanding
Individual Performance and
Organization Performance

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 Types of Performance Factors
Lead Factors/ Indicators Lag Factors/ Indicators
• An input measurement • An output/ outcome measurement
• Measures actions • Measures Results
• A predictive measurement • Reactive Measurement
• Enablers • Outcome Measures

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 Types of Performance Factors
Effectiveness Efficiency
• Results Vs Target • Results achieved Vs the resources
• Achieve Results Vs Desired Results • How well the resources are being
• Measure of how close you are to the used
target • Examples
• Examples • Productivity
• Capacity Utilization in a mfg orgn
• Seat Utilization in a flight/ train/ bus/
theatre

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 Types of Performance Indicators

• Hygiene Factors
• Absolute must factors and mandatory factors
• These are mandatory factors for success
• If these factors are not considered, it would lead to customer
dissatisfaction/ stakeholder dissatisfaction
• These are also called as Dissatisfiers
• Opposite of the Hygiene Factors are Motivators

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 APPLICATION AND ACTIONS

• Identification of Performance Factors for (a) the Industry

and (b) your ownself as a Pre-Sales Consultant
• Lead and Lag Indicators
• Efficiency and Effectiveness Factors
• Hygiene Factors
• Explain what is Depreciation and Amortization

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e
 Any Questions?

A n I n i t i a t i ve D e s i g n e d b y : C o n f l u e n c e C e n te r fo r S u s t a i n a b l e D e v e l o p m e n t a n d B u s i n e s s E xc e l l e n c e