Business Scenario:
A retail company sells a wide range of electronics, including smartphones, laptops, and accessories. The company wants to improve its sales process and enhance customer satisfaction There are many steps involved, from initial contact to closing the deal.
The Manager of the company wants a set of activity needs to be performed at each stage of sales cycle to improve their sales process. Manager needs an optimized workspace in which different steps creating and qualifying deals, are merged to improve their data quality, resulting in more accurate sales.
Here is an analogy:
- Selling without Guided Selling: Imagine driving to a new city without a map or GPS. You might get there eventually, but you could take wrong turns, get lost, and waste a lot of time.
- Selling with Guided Selling: Now imagine using a GPS. It gives you turn-by-turn directions, tells you the best route, and estimates your arrival time. This is what guided selling does for your sales process.
- Importance of Playbook in Guided selling: – The main functionality of SAP Guided Selling involves so-called playbooks. Depending on the sales phase and cycle, a playbook provides tailored activity and action suggestions for the optimal course of action. In this way, your sales staff can successfully complete even complex sales cycles.
Drive opportunities to closure with guided selling powered by embedded insights and a configurable playbook
- Bring structure to an unstructured selling process ensuring agility with adaptive selling strategies and improving sales effectiveness and productivity
- Optimized workspace with key insights and insights to help focus on selling
- Respond to dynamic sales journeys with Playbooks to drive it to a successful win
- Embedded intelligent recommendations and predictions to make informed choices and enhance the chance of success.
Here is how it works in practice:
- Roadmap (Sales Cycle): Guided selling defines a clear path for each sale, like the route on your GPS. This path is called a “sales cycle” and is broken down into stages (like “initial contact,” “demo,” “proposal,” “negotiation,” and “close”).
- Checkpoints (Activities): At each stage, there are specific things that need to be done, like making a phone call, sending an email, or giving a presentation. These are like checkpoints on your journey. Guided selling reminds you of these tasks and helps you complete them.
- Recommendations (Next Best Actions): Based on where you are in the sales process, the system might suggest the next best action. For example, if you’ve just given a demo, it might suggest sending a follow-up email with more information. This is like the GPS suggesting the next turn.
- Playbooks (Best Practices): Sometimes, there are proven ways to handle specific situations. These are called “playbooks.” For example, there might be a playbook for handling objections or negotiating pricing. Guided selling can provide access to these playbooks, like having a map with points of interest marked.
Guided Selling Kanban View on your Dashboard
- Opportunities displayed by Sales Phases for a Sales Cycle: Kanban view displays opportunities per Sales Phase for the selected Sales Cycle.
- Opportunities sorted by Score: Opportunities with the highest scores are shown at the top of each Sales Phase so that Sales Reps can focus on key opportunities
- Search and Query: Sales Managers and Reps can filter by pre-defined queries – All, My, My Team’s Opportunities. In addition, Quick Filters and Advanced Filters provide additional parameters to further filter down the opportunity list.
Guided Selling Direct Benefits
- Adherence to Sales Methodology Sales Reps follow actions and activities defined via Playbooks thus adhering to your Sales Methodology
- Integration with Relationship Intelligence Relationship Intelligence provide key insights and recommendations to keep you connected with your customers
- Enhanced User Experience New enhanced and optimized user experience provides a important information in a precise and concise form factor so that Sales Reps are focused on working on deals
- Actionable Insights Machine Learning recommendations provide key and timely insights so that you can maximize your opportunity and win deals
- Increase in Sales Effectiveness & Productivity Sales Reps focus on executing thereby increasing Sales Effectiveness and Productivity
- Easy Onboarding A guided execution paradigm makes easier onboarding for new Sales Reps so that they are up and running much faster.
