Our company is hoping to improve our sales process to improve our ROI and overall operations/retention. In this project, students will evaluate our current sales process, determine bottlenecks, and create recommendations as well as new training materials. Based on research and best practices you will develop new scripts for our sales staff to use to improve the quality and quantity of leads generated and increase the conversion rate.

This will involve several different steps for the students, including:

• Evaluating our current sales process by speaking with sales representatives and examining our handbook and protocols.
• Researching industry sales processes and lead generation strategies.
• Create recommendations that will improve our leads and conversion rate.
• Writing new sales scripts for both phone calls and emails.
• Webinar scripting and strategy.
• Shadowing Demos
• Creating an updated sales process handbook and editing the documents.

By the end of the project, students should complete the following list of activities (this is basically a retelling of the steps above):

• Evaluated our current sales process.
• Researched competitors' sales processes.
• Created recommendations on how to improve our sales process.
• Written new sales scripts to generate better leads.
• Created an updated sales process handbook.
• Created a strategy for account management upselling

Bonus steps would include:

• Creating multiple versions of the sales script tailored to our different products/services.
• Shadowing sales calls and demos with our sales staff

Final deliverables should include

• A sales process handbook with general information and scripts.
• A report with all research, recommended solutions and an implementation plan.
• A 20-minute presentation on the report and handbook.

Students will connect directly with us for mentorship throughout the project. We will be able to provide answers to questions such as:

• What is our target conversion rate?
• Which specific parts of our sales process need the most improvement?
• Who is the typical target audience that we pitch to?
• Input on choices, problems or anything else the students might encounter.
• Feedback will be given throughout the process