The backbone of Integrated Commercial Excellence culture and performance:
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™ Sales Framework 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.
All of the information collated is then organised into your own company sales framework. Everything in your organization should connect with your Sales Framework in order to ensure alignment and collaboration.
This analysis provides the foundation for integration and alignment across your business.
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.