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Mind Pad
Forum about knowledge management
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Carol Lindsey
Joined: 18 Apr 2005
Posts: 28
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| Posted: Fri Jun 17, 2005 7:40 am Post subject: Adopting process mapping in sales and marketing |
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Process mapping is a well-known technique, however, this technique hasn't been widely adopted by sales and marketing departments.
Here you can find some advices on doing this.
Michael J. Webb, President of Sales Performance Consultants wrote:
Leaders in both large and small sales organizations often make mistakes that undermine the potential of process mapping. A common result, for example, is that salespeople ignore the process and operate outside the system
Webb's four common mistakes that hinder success:
- Map all the details, losing track of the big picture.
- Focus on the seller, instead of the customer.
- Map the process without showing how the results will be measured.
- Buy somebody else's "ideal" sales process.
Webb's principles That Yield Powerful Results:
- Keep your goals in the foreground of your process map.
- Map tools, skills, and performance metrics along with the process.
- Engage your people in process mapping to define problems and solutions. This must be cross functional.
- Determine how to create value for the customer throughout the process. |
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Carol Lindsey
Joined: 18 Apr 2005
Posts: 28
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| Posted: Mon Jul 04, 2005 6:39 am Post subject: Proccess maps and ERP implementation |
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Standard methodology of the first stage ERP system implementation is:
1. to review current business processes;
2. then select a set of desired processes;
3. then configure and demonstrate the software supporting those processes.
Standard set of processes and process mapping can be used to perform step 2, but process maps can be more efficient.
For example, to standardize systems and processes across its 25 companies, Doncasters (leading international manufacture) wanted to have a standard IT solution into the group's core businesses.
SYSPRO ERP by Information Engineering was chosen for this.
The essential objective was to standardize best practice across the entire organization.
The process mapping and blueprinting took five months to complete.
Paul Williams, sales director at Information Engineering, wrote: By mapping the SYSPRO system against a standard set of processes, we've saved 30% to 40% in implementation time and cost for each site.
Read more about this project -
Doncasters' global ERP deal takes off at Paris Air Show |
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