5 steps to deliver operational excellence in a B2B selling environment.
Business 2 Business selling is fast-paced, agile and data-led. Our field sales team need to remain focused on getting the sale and our clients want to see results. To support this our client-based activity needs to be underpinned by operational excellence. Continuous improvement and solid teamwork with everyone understanding their part to play is key to achieving this.
So how do we drive success here at Cosine?
1. Define clear processes and procedures and regularly review them:Documenting processes and procedures ensures consistency and standardisation in completing tasks. This helps to reduce errors, increase efficiency, and improve overall quality. At Cosine we produce clear workflows using process mapping software, which enables us to be crystal clear on accountability and ownership across our wider team. This also allows us to identify valuable efficiency improvements to optimise our standard operating processes.
2. Implement technology-led solutions:
Technology can help automate tasks, improve communication and collaboration, as well as provide real-time insights into performance metrics.
At Cosine we have our own bespoke CRM system, as well as project management and automation tools. This allows us to streamline processes, improve efficiency and helps us to focus on delivering great results for our clients.
3. Foster a culture of continuous improvement:
We encourage Cosine employees to share ideas for improving processes and procedures. We provide regular feedback and training opportunities to help employees develop their skills and stay up to date with the latest industry trends and best practices. One of the pillars of our company DNA is “we’re curious”, We don’t settle and push the boundaries to continuously improve and always get better.
Click the image to watch a YouTube video explaining Kaizen in detail.
4. Focus on the customer needs.
Selling is all about meeting the needs of the customer. Making sure we have a deep understanding of the customer's needs and that we are focused on being able to provide solutions that meet those needs. We regularly solicit feedback from customers to identify areas for improvement and act on that feedback.
SMART agile processes allow our clients and customers to feel that they are in safe hands.
5. Measure and track performance:
We establish key performance indicators (KPIs) and regularly measure/ track our progress against these. This can help us to identify areas of strength and weakness and make agile data-driven decisions to improve operational excellence. With all this to support our teams to deliver to the highest standards, we can get the best results for our clients.