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SalesProcess_Flowchart

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									                            What Is A
                     Sales Process Flowchart?

                A Diagram That Uses Graphic

                Symbols To Depict The Nature

                And Flow Of The Steps In A

                Sales Process.

Copyright 2008 by Outbound Excellence, Inc. * All rights reserved. No part of this document may be reproduced or utilized in any form or by any
 means, electronic or mechanical, including photocopying, recording, or by any information storage or retrieval system, without permission in
                       writing from the publisher. For further information call Outbound Excellence at 1-877-337-2674.
                                         Benefits Of Using
                          Sales Process Flowcharts

  • Promote Process Understanding
  • Provide Tool For Training
  • Identify Problem Areas & Improvement
    Opportunities
  • Depict Interdepartmental Relationships

Copyright 2008 by Outbound Excellence, Inc. * All rights reserved. No part of this document may be reproduced or utilized in any form or by any
 means, electronic or mechanical, including photocopying, recording, or by any information storage or retrieval system, without permission in
                       writing from the publisher. For further information call Outbound Excellence at 1-877-337-2674.
          Symbols Used in Sales Flowcharts
                          Start / End

                          Process Step

                                                                                             No
                          Decision
                                                                                                                  Yes


                           Connector

                           Measurement                                                                 M
Copyright 2008 by Outbound Excellence, Inc. * All rights reserved. No part of this document may be reproduced or utilized in any form or by any
 means, electronic or mechanical, including photocopying, recording, or by any information storage or retrieval system, without permission in
                       writing from the publisher. For further information call Outbound Excellence at 1-877-337-2674.
                     Levels of Sales Flowcharts
MACRO                                           MINI                                                         MICRO
                                                                                               Turn on
    Start                            Start                                                    computer


                                                                                             Start word
                                                                                             proc. applic.
    Draft                        Get rough
    SPIR                        draft of SPIR
                                                                                                 Is
                                                                                              rough in           No            Type
                                                                                             word proc.                     rough SPIR
    Type                                                                                       applic.
    SPIR                            Is it          No          Get                               ?
                                  approved                   approval                        Yes
                                     ?
                                                                                              Edit SPIR
 Distribute
   SPIR                          Yes
                                                                                                 Are
                                     Type                                                     there any         Yes            Make
                                    smooth                                                   corrections                     corrections
     End                                                                                          ?

                                                                                              No
                                                          SPIR = Sales
                                     End                    Process
                                                          Improvement                        Print POD
                                                        Recommendation
Copyright 2008 by Outbound Excellence, Inc. * All rights reserved. No part of this document may be reproduced or utilized in any form or by any
 means, electronic or mechanical, including photocopying, recording, or by any information storage or retrieval system, without permission in
                       writing from the publisher. For further information call Outbound Excellence at 1-877-337-2674.
                               Keys To Sales Process
                               Flow Charting Success

      • Start With The Big Picture
      • Observe The Current Sales Process
      • Record Sales Process Steps
      • Arrange The Sequence Of Steps
      • Draw The Flowchart

Copyright 2008 by Outbound Excellence, Inc. * All rights reserved. No part of this document may be reproduced or utilized in any form or by any
 means, electronic or mechanical, including photocopying, recording, or by any information storage or retrieval system, without permission in
                       writing from the publisher. For further information call Outbound Excellence at 1-877-337-2674.
              Linear Sales Process Flowchart
  Sales Process Improvement Recommendations
                                                                Start                                   A


                                                              Collect                                Type
                                                              inputs                                smooth


                                                             Draft SPIR
                                                                                                   Sign SPIR


                                                            Type rough
                                                                                                  Make copies
            Retype SPIR

                                                           Submit to DK
                                                                                                     Distribute
                                                   No
                                                                OK ?

                                                                      Yes                              End
                                                                  A
Copyright 2008 by Outbound Excellence, Inc. * All rights reserved. No part of this document may be reproduced or utilized in any form or by any
 means, electronic or mechanical, including photocopying, recording, or by any information storage or retrieval system, without permission in
                       writing from the publisher. For further information call Outbound Excellence at 1-877-337-2674.
                         Deployment Flowchart
                       Sales Process Improvement
           Project Leader                               Team Member 2                                        Sales Leader
              Collect
               input
                                                            Type rough
           Draft SPIR
                                                          Submit to DK

                                                           Retype SPIR                           No             Accept
                                                                                                                rough
                                                                                                                  ?
                                                           Type smooth                                 Yes


                                                           Make copies
                                                                                                             Sign SPIR

                                                              Distribute

Copyright 2008 by Outbound Excellence, Inc. * All rights reserved. No part of this document may be reproduced or utilized in any form or by any
 means, electronic or mechanical, including photocopying, recording, or by any information storage or retrieval system, without permission in
                       writing from the publisher. For further information call Outbound Excellence at 1-877-337-2674.
                         Opportunity Flowchart
                        Sales Process Improvement
                                 Value Added                                                      Cost Added Only

                 PL collect                                    A
                   input

                                                         SPIR need                   Yes
                    PL                                   retyped ?
                draft input
                                                                   No

                                                          YN type
                   YN                                     smooth
               type rough

                                                           SL
                                                       sign SPIR                                                   YN
                 YN                                                                                              retype
             submit rough
                to DK
                                                     YN copy and
                                                    distribute SPIR
                       A
Copyright 2008 by Outbound Excellence, Inc. * All rights reserved. No part of this document may be reproduced or utilized in any form or by any
 means, electronic or mechanical, including photocopying, recording, or by any information storage or retrieval system, without permission in
                       writing from the publisher. For further information call Outbound Excellence at 1-877-337-2674.
        Sales Process - Linear Flowchart
                                                  Define the process
                                                   and the purpose



                                                     Assemble the
                                                      right people



                                                        Establish
                                                   process boundaries



                                                  List steps, activities,
                                                     and decisions



                                                          Are
                                                        steps in            No
                                                                                             Put steps in sequence
                                                       sequence
                                                           ?

                                                              Yes

                                                Assign Flowchart symbols



                                                       Review and
                                                     label Flowchart


Copyright 2008 by Outbound Excellence, Inc. * All rights reserved. No part of this document may be reproduced or utilized in any form or by any
 means, electronic or mechanical, including photocopying, recording, or by any information storage or retrieval system, without permission in
                       writing from the publisher. For further information call Outbound Excellence at 1-877-337-2674.
               Interpreting Your Flowchart

      • Determine Who Is Involved
      • Form Theories About Root Causes
      • Identify Ways To Simplify And Refine
      • Determine How To Implement Changes
      • Locate Cost-added-only Steps
      • Provide Training


Copyright 2008 by Outbound Excellence, Inc. * All rights reserved. No part of this document may be reproduced or utilized in any form or by any
 means, electronic or mechanical, including photocopying, recording, or by any information storage or retrieval system, without permission in
                       writing from the publisher. For further information call Outbound Excellence at 1-877-337-2674.
                           Sales Process Flowchart
                             Interpretation Steps
          Step 1 -                     Examine Each Process Step
                                       Bottlenecks - Weak Links - Poorly Defined
                                       Steps - Cost-Added-Only Steps?

          Step 2 -                     Examine Each Decision Symbol
                                       Can This Step Be Eliminated?


          Step 3 -                     Examine Each Rework Loop
                                       Can It Be Shortened Or Eliminated?

          Step 4 -                     Examine Each Activity Symbol
                                       Does The Step Add Value?

Copyright 2008 by Outbound Excellence, Inc. * All rights reserved. No part of this document may be reproduced or utilized in any form or by any
 means, electronic or mechanical, including photocopying, recording, or by any information storage or retrieval system, without permission in
                       writing from the publisher. For further information call Outbound Excellence at 1-877-337-2674.

								
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