Why Strategic Plans don’t Work

Most strategic marketing plans fall short because they fail to reflect and respond to how clients and customers make decisions in the real world. They are out of date often as soon as they are published. What’s required is the flexibility to deal with buying behaviour and the changes that occur in client organisations and the wider market.

Sales Process Engineering is a 7-step planning system that enables you to design a sales and marketing process that is aligned with the key stages and timing of the buyers’ process in the markets you target. The template and programme guide enables you to develop a practical and effective plan of action - from the ‘market planning’ stage, through to ‘lead generation’, the ‘sales close’ and ‘customer retention’.

Your plan will be based on the knowledge and feedback of your sales and marketing teams, which we facilitate, and further client or market research as required. The process will make best use of PR, digital media, tele-sales, sales support, market research – any of the tools needed to generate real prospect interest and win orders.

Here’s how it works: we develop an agreed Sales Process Engineering plan usually in two half-day workshops, involving the head(s) of the sales and marketing teams, to ensure a fully integrated and aligned process.

The plan we develop provides the key stages in a new sales and marketing process that sets out what you need to do to maximise new business; who in your organisation will act and when; and how to set targets and measure the results at each stage.

Key features of the Sales Process Engineering planning system

1. Strategy Planning: an opportunity to work on your short and medium term strategy with expert guidance. It’s a wholly practical system, comprising workshop training and toolsets, specific to your organisation, and entirely confidential.


2. Expert system: the Sales Process Engineering system enables you to review all aspects of your sales & marketing process - from market and account planning, through to closing the sale and customer retention – to progress each sale to a successful close.


3. Problems solved: we deal with the specific obstacles encountered in marketing or selling your services – we’ll find solutions and specify further action required.


4. Strategic blue-print: the bottom-line is this: a practical, written working plan that is unique to your organisation and market situation. The plan sets out your sales & marketing process, the tactics at each stage and tools you’ll need.

The Benefits

• A transparent, measurable sales and marketing process, with expert facilitation


• Align your sales and marketing activities based on an agreed team understanding of what works in progressing prospect enquiries into sales orders


• Diagnose and resolve specific sales or marketing problems: such as in market planning, lead generation, conversion ratios or ROI (Return on Investment) issues


• Evaluate the sales and marketing tactics and tools required to meet your customers’ needs for communication and service


• Accelerate sales, resolve problems, align sales and marketing based on ‘what works’ – reduce operational costs and improve productivity for you and your clients alike, by meeting their needs precisely