Milestone 3: Design

You have assessed the gaps in your current processes. Now, design the ideal processes for your company and your customers, using Sure Step as a template. Then prepare your comprehensive adoption plan for Sure Step including training, incentives, systems configuration, and data migration plans. Make updates to your customer messaging to reflect Sure Step as your new engagement process.

BEST PRACTICE: Run a pilot of your new sales processes on multiple customer engagements, and make adjustments as necessary.

Average time to complete Milestone 3: 30 days.

Step 1: Process Redesign

Champion leads V-team in redesign of sales processes, project implementation processes, and performance management processes based on Sure Step.
As part of your process redesign, the Champion leads the V-team in a Proof of Concept exploration, examining common sales and implementation scenarios, and mapping out how to address them using Sure Step. Refer to Sure Step Case Studies for proven examples.
Prepare internal handbook for all roles on “What is Sure Step and the guidelines for how to use it.”
Evaluate pmPoint from BrightWork which provides a SharePoint version of Sure Step enabled with all the Sure Step processes and document templates.
Your HR manager defines learning plans and job descriptions for all roles based on the new processes.

STEP 1 ROLES: CHAMPION, V-team (SALES MANAGER, PROJECT MANAGER, APPLICATION CONSULTANT, DEVELOPMENT CONSULTANT), HR

Step 2: Systems Readiness

Your internal IT role develops a functional specification, gathering inputs from the V-team, for how your existing systems should be modified to support the new processes.
IT determines technical requirements, then configures systems and migrates sales data and documents.

STEP 2 ROLES: IT, CHAMPION, V-team (SALES MANAGER, PROJECT MANAGER, APPLICATION CONSULTANT, DEVELOPMENT CONSULTANT)

Step 3: Sales Readiness

Marketing team updates your customer messaging to reflect Sure Step as your new engagement process.
Sales team goes through Sure Step training.
Sales runs a pilot of the new Sure Step processes and your reconfigured systems, using real customer situations.
Revisit sales process design and system configuration as necessary, making adjustments based on the outcome of your pilot program.

STEP 3 ROLES: SALES, MARKETING, CHAMPION

Step 4: Drive Process Acceptance

CEO sends internal communication summarizing new processes and the results of the sales pilot, and stresses the critical importance of Sure Step.

STEP 4 ROLES: CEO, CHAMPION