A high level aggregation of company functionality (core ore support

ORDER CASH HIRE RETIRE Level 1 Business Area functionalities, depending on the view of processes to be analysed)

PROCURE PAY PLAN PRODUCE A bundle of processes that belong to the same area of responsibility
Level 2 Process Group dealing with similar tasks and activities for functional or other
reasons
INVENTOR
QUOTE CASH PLAN
Y The level that aggregates business oriented functions or steps to a
Level 3 Business Process unit defined by steps that transform an input into an enriched output.
ACCOUNTIN
FINANCE ISSUE RESOLVE
G
To fulfil the same business mission but in a different manner or with
Level 4 Process Variant a different application compared to a Business Process.
FORECAST DELIVERY IDEA OFFERING
An activity performed by an user or a piece of software together with
Level 5 Process Step other Process Steps forming a Business Process or a Process Variant
MARKET ORDER DESIGN BUILD
Activities are the lowest granularity for process modelling and reflect
RECORD REPORT SERVICE
AFTER Level 6 Activity the single actions an user ore a system performs in order to fulfil the
SALES Process Step
http://www.mywonderstudio.com/level-1/2012/10/3/the-
blind-men-and-the-elephant.html
 EXAMPLE TOOLS FOR SALESFORCE DIAGNOSTIC

1 Salesforce productivity 4 Skills gap analysis 8 Group variance analyses

Median
Current Cost/
25 percentile • Skill 1 LOB 3
75 percentile level account LOB 6 Compare
• Skill 2 LOB 4
2 ($) sales
• Skill 3
LOB 1 productivity
1 3 LOB 5 among LOBs
LOB 2
$/sales person/year Importance Revenue/account ($)

2 Sales rep time and activity allocation 5 Skill/will matrix 9 Sales capacity

Have skills Current model

Increase Need to

Skill
Time with time with build skills Option 1
customer customers Lack 2
Today Desired Low High
3
Will

Sales manager time and

3 6 Funnel analysis 10 Sales coverage/model
activity allocation
Total
oppor-
Identify
Admin Increased tunity Understand
weaknesses
coaching current
Coaching/ in sales
and selling coverage
selling processes
Today Desired

7 Account prioritization
Large
Define
Medium target
accounts
Small
Num ber Sales Current sales
of accounts volum e call tim e

-6-