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June 15, 2007


Matt Lovegrove

Ron, thanks for the comment.

In my experience the hardest element in implementing process into a sales environment is the change management element. Once you achieve buy-in you can operate the process with relatively inexpensive tools - such as Excel - it does not require multi-million dollar investments in CRM systems, for example.

In the follow up post I will give you an idea of the quantums of revenue improvement you can expect from implementing process and enable you to get a feel for the ROI.

Ron Hayes

What I would like to see is real numbers for the cost to implement processes and then the ROI on that. While I believe in the power of processes, without some "evidence" pointing to the fact that it works, it remains a virtually impossible sell to those around here that need to buy in to it.

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