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Optimizing Sales Process

Are Your Sales, Marketing, and Operational Processes Optimized?

There is a misconception that creating a company’s website, social media content, SEO and blogs will solely drive a company’s entire sales strategy and optimize the sales process. While those are critical elements of a company’s brand and marketing strategy, there is a critical need for a solid sales and marketing strategy that is unpinned by optimized sales processes. When one of these business elements is missing here is what can occur.

The lack of a deliberate Sales or Marketing motion results in:

  • An incidental/accidental sales plan
  • Sales drive the entire operational model, without a lack of discipline within the organization, there is no customer-driven sales motion or model
  • Organizational efforts are misaligned behind the Sales pipeline, therefore the operational model will struggle
  • A reactive versus proactive and disciplined sales model
  • Widely different priorities by function and organization, causing confusion activity for the outcome
  • Waste of organization resources and disenfranchisement

With a deliberate Sales, Marketing and Operating motion the following occurs:

  • A sales plan and pipeline measured against the market strategy
  • A customer-driven aligned operational model, meaning how goods and services are delivered will support the Sales and Marketing strategies
  • Organizational discipline in support of sales pipeline
  • Market prioritization in place and aligned through the executive team
  • Market plan matching prioritization disseminated through the organization – executive targets and key performance indicators are defined and executed to
  • Organizational alignment and execution to market strategies

There is a financial impact that is a critical component to the alignment of Sales, Marketing, and an optimized operations model. Investments are driven by aligned market strategies with known drivers for current and future strategies. Financial decisions are based on a multitude of factors that include trade-offs for financial planning. There is stakeholder oversight, reviews, and governance.

Curious and want to learn more on how xSynergy Solutions can optimize your sales and marketing motion, please reach out to xSynergy Solutions and we would welcome the opportunity to provide more insight. xSynergy Solutions is a full-service business transformation firm located in Centennial, CO. We impact every aspect of your business from marketing to operational strategies. Learn more at xsynergysolutions.com.

The Organizational Transformation Journey

Organizational transformation, in reflecting on the word transformation. We hear the word almost daily and in so many capacities. Transformation resonates in almost every aspect of our lives, it manifests in our personal lives, our careers, health, business, and company cultures.

As we embark with clients on their organizational transformation journey there was a very defined methodology that is used, which is the Galbraith Star Model, designed by Jay R. Galbraith (2018 Galbraith Management Consultants). The model system focuses on Strategy, Structure, Business Process, Reward Systems and Human Resource Management. What we love (yes, love) is that this system and process creates a clear path for change (where are we going), scripts the moves (how are we going to get to there), and keeps teams motivated (deliver small incremental decisions and actions along the path).

The organizational transformation focuses on the following key areas

  1. Strategy: Vision, Governance, Comparative Advantage
  2. Structure: Power & Authority, Information Flow, and Organizational Roles
  3. Processes: Networks, Processes Terms, Integration Roles and Matrix Structures
  4. Rewards: Cooperation and Rewards
  5. People: Hiring, Performance Feedback, and Professional Development

It is critically important to follow steps as outlined in the Galbraith Star Model.  Each phase of the model is a building block for the next phase.   The strategy phase focuses on vision, mission and it establishes the direction for the organization and drives the business i.e., markets where the products or services are sold.  Strategy is the foundation.  Think of this in the lens of building a house, there must be a blueprint for the house and then the foundation is built to support the house.  Strategy informs structure.  Structure determines the type of structure required, including:

  • How are we organized?
  • What are the key roles?
  • How is the work managed?
  • Where should the power and authority reside?
  • Where is the span of control?
  • Aligned with the value chains?

Once the structure is designed and agreed upon, then we pivot towards processes.  Processes determine the flow of information, standards of work, and decision accountability.  Highly automated processes should be inherent to a low-cost business model and rigorous quality control processes might be required.

Rewards should align with the goals of the employees and encourage and motivate them to create a synergy to execute the strategy.  And lastly people, in this phase it is critical to ensure the team has the skills required to not only execute the strategy but also create bench strength for the organization and fit into the company culture.  The phase also includes human resource policies.

Culture is also a critical part of the organizational transformation journey (somewhat of an obvious statement).  Involving the teams throughout the process while defining functional accountabilities enables that feeling of control and the ability to influence the moves of change.

Curious and want to learn more about organizational transformation please reach out to xSynergy Solutions.  xSynergy Solutions is a full-service business transformation firm located in Centennial, CO.  We impact every aspect of your business from marketing to operational strategies.  Learn more at xsynergysolutions.com

 

The 5 Whys of Lean

When you think about the power behind the five (5) whys process for lean, it’s best to reflect on a conversation with a young child.  The inquisitiveness at that young age when they repeatedly ask “why” in an exhaustive fashion. While believing the first couple of responses should have quelled their constant but “why” and yet it does not, there is delight in the end with successfully helping them find the true answer to their original why.  What is fascinating with this process is that it will drive an understanding of the core why (root cause).

There is a tendency when examining a failure in a business process to stop when the first or second why is answered so we can move onto the next business issue.  The shortcut: stopping at the first or second why does not allow an organization to get to the real why (root cause) and thus does not allow for the creation of a solution that prevents the error from occurring again.

What is the five (5) whys analysis process:

  1. State the specific problem that needs to be addressed
  2. Identify and categorize the possible causes for that problem (the first “why”) and attach any supporting documents
  3. Rate each cause based on the likelihood that it led to the problem
  4. Move forward with the top-rated cause and identify the possible causes for that problem (the second “why”)
  5. Repeat steps 1–4 until the root cause of the problem is identified
  6. Develop an action plan to resolve and mitigate the identified root cause

Why use the five (5) whys process?

  1. Identifies the root cause, not just the symptoms
  2. Allows users to perform an evidence-based analysis
  3. Ultimately eliminates issues in the system for good
  4. Seeks to drive improvements and welcomes change
  5. Builds a culture that embraces progress

The power of the five (5) whys is to poke yoke (error proof) the process where the root cause occurred, and the benefits come in many forms.  The benefits include improved customer experience, process waste eliminated, and employee satisfaction to name a few.  To learn more about lean please contact xSynergy Solutions at info@xsynergysolutions.com

xSynergy Solutions is a full-service business transformation firm located in Centennial, CO. We impact every aspect of your business from marketing to operational strategies.  Learn more at xsynergysolutions.com.