Today, Adam Wells with GSTVC shares with us how he and the GST team use Playbooks to manage execution in all areas.
Playbook of the Week: Sales Process (Part 5)
Last week we did a quick preview into Stakeholder buy-in; this week we'll glimpse Contracting. Securing Stakeholder buy-in goes a long way to limiting surprises at the Contracting stage.
Remember that we're talking Sales Process here, so your approach to Contracting should be standardized and predictable. In this way, the majority of your target customers should fit into a 'locked' contract structure, i.e. no changes made and thus a scalable, repeatable effort that will yield a predictable Implementation stage.
There will be a select few, like perhaps 1%, of your customers for which you will make special provisions. The locked contract structure doesn't mean inflexibility on your product offering, but it does mean that you will be able to offer your solution in a standard way to your entire customer set.