ICE™ CRM integrated business process Amanda Sumner
ICE™ CRM integrated business process
We typically use the ICE™ Sales Framework Workshop as a way of collating the sales activity and supporting requirements for CRM system deployments and re-deployments.
Business process, then roles and responsibilities, followed by organisational design and finally, supporting systems and tools.
Whether or not you have a documented sales & marketing process for winning business, it will exist. There will be a common practice that your people use to win, maintain and further develop business.
Through the ICE™ CRM integrated business process workshop we discover your sales and marketing practices used on a day to day basis, for winning and developing new business. We invite a number of your most successful sales professionals to present how they win business from generating the lead to winning the customer and beyond. We do this in the presence of a small cross-functional team and challenge the way information is requested, supplied and shared.
The key milestones and supporting activities are identified and agreed, and the vital processes for the timely sharing of information and cooperation between departments is clarified and recorded.
This analysis provides the foundation for the CRM business needs discussion with the system designers and configurators.