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22 B2B Sales Management Statistics, and the Processes You Need to Survive

You wouldn’t implement an unproven strategy based on gut feeling alone, would you?

I hope not.

All good strategies are based on research, and your sales management should be no different.

Thankfully, organizations like Salesforce, Brainshark, and SPI regularly publish vital reports packed with trends, predictions, and statistics that will help you hit your targets by offering information on the changing state of B2B sales.

These reports are a must-read for sales executives that don’t want to be left in the dust, or confused by the fact that their proven strategy formed in 1998 isn’t working any more.

But, there’s always a problem with stats…

Facts and figures aren’t much use unless you act on them, and in this post we’ve tried to make that easy. Alongside the statistics, you’ll find pre-made sales processes you can use in your own organization.

Bookmark this list, and take a look next time you’re making improvements to your B2B sales management strategy.

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How Were The Pyramids Built? Inside The World’s First Documented Processes

How were the pyramids builtWe talk a lot about processes here at Process Street and we try to give insight into not only how to make current processes better but also into how processes have evolved over time and why.

We’ve looked at case studies, poor processes, optimized processes, and technical guides to business process management.

But we’re no stranger to going back in time to explore the development of processes and where they came from. In this article, we’re going to follow up on the theme established in our post on surgical processes and look at processes and organizational systems in history.

This is the story of ancient Egypt.

The Great Pyramid is considered one of the wonders of the world. But how did it come to be?

We’ll look at a number of the classic discussions surrounding the construction of the pyramids, but focus on how a society which existed nearly 5000 years ago was able to construct some of the greatest and most iconic monuments known to humankind.

We’ll explore:

  • What was the Great Pyramid and how was it built?
  • Who built the Great Pyramid and what was labor like throughout the period of construction?
  • How were things organized in ancient Egypt?; Or, how to count from one to ten.
  • What do we know about trade in ancient Egypt?
  • Who were the scribes and why were they important?

Ancient Egypt is one of the first civilized societies for which we have an understanding of their perceptions of organization and management.

Spoiler alert: they used checklists!

Let’s dive in!

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What is a Business Process Consultant? (And How To Find a Good One)

business process consultant

What do you do if you don’t have the time or know-how to document and improve your processes?

You hire a business process consultant of course!

While we’ve talked endlessly in the past about why processes are important and how to manage your own, hiring a business process consultant lets you reap all the benefits without having to spend an age assessing your organization and talking to every last employee involved.

So, if you want to organize your processes and bring efficiency to your business but don’t have time to do it yourself, read on!

process consultant hired
(Source)

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How to Create a Style Guide to Improve Business Consistency (with 8 Examples)

To understand the value of a style guide, you should first try working without one.

You’d get the wrong blue on your logo, jarring copy, and code that can only be maintained by a lone developer.

Writers, editors, programmers, engineers, social media managers, and support agents all need an indication of how their company wants to work, so they can ensure consistency.

The number one goal of a style guide is consistency.

Inconsistency weakens your brand image, makes your company look unprofessional, and hurts conversion rate and revenue. Once you’ve settled on your brand voice and style, the style guide is the document that enforces those values.

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How Does a Hedge Fund Work? Inside the Processes at Bridgewater Associates

How Does a Hedge Fund Work_ Inside the Processes at Bridgewater Associates-04Processes can be used to optimize the things you do every day, and we spend most of our time telling you that!

But where do these processes come from? Really.

Maybe you just documented your steps one day and built from there? In which case, the process evolved naturally from the actions you took intuitively. When I add big words into that description I can make it sound like a good thing. But it could be put another way.

You never took the time to think about the foundations of your process.

At the very base of all processes are a series of said and unsaid principles. In good processes and bad processes. If we want the best processes we can make, we need to understand and critically evaluate the principles which knowingly or unknowingly guide our every decision.

Ray Dalio’s text, Principles, answers the question “how does a hedge fund work?” and gives us an insight into how he built the world’s largest one, Bridgewater Associates.

Bridgewater manages $160 billion worth of assets for 350 different clients. These clients range from large corporate bodies like McDonald’s to pension and wealth funds, and even to the assets of central banks. The whole company has been built around cultivating a radical company culture, and it is this radical company culture which makes Bridgewater Associates so successful and worth investigating!

In this Process Street article, we’re going to present to you a number of the ideas contained within the book and we’re going to pull out three specific company processes Dalio has developed on the back of these principles:

But be warned: it’s likely a radical break from your office!

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How One Piece Flow Can Reduce Your Operations Time by 96%

One Piece Flow - header

We’ve all heard about the importance of focusing on one task at a time.

Take that idea, apply it to manufacturing, and you have the concept of one piece flow.

The concept is simple in that you have to limit yourself to working on one item at a time (you only ever have one WIP item). By doing this you can save time and money, as work is performed faster and any space you use is highly optimized.

In fact, it’s the very same concept that Toyota used to reduce the time taken to pack boxes in to help families hit by Hurricane Sandy by 94%.  In total, the aid workers were able to feed 400 more families in less than half the time.

However, there are a few vital things that you need to be careful of when applying one piece (or “continuous”) flow. It’s not a miracle cure, and while it can be used outside of an assembly line, there are a few practical elements which can’t be ignored.

So, today I’ll be diving into:

  • What one piece flow is
  • The advantages and disadvantages
  • How to implement it
  • Using one piece flow in any area of your business
  • The problems of theory vs practical effects

Let’s get started.

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How to Improve Your Employee Training Process to Reduce Turnover by 40%

employee training

No organization wants to keep an incompetent, untrained employee on its payroll.

That’s an obvious fact. However, the benefits of training are much greater than simply avoiding incompetence; trained employees are more productive, loyal, engaged, and profitable.

Those are nice sounding words, but what about the facts and figures?

Take a look:

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The 17 Best Process Street Posts from 2017

Merry Christmas and a happy new year from all of us at Process Street! 🌲

2017 might have been a mixed bag for most of the planet, but we had a lot of fun writing content for you, our blog readers.

We published 151 blog posts between us this year, with a little help from fantastic guest writers like Pascal van Opzeeland from Userlike, and Sam Suthar from Tagove.

Here are our top picks as well as the posts you, the readers, liked the most.

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8 Tips to Improve Your Company’s Shipping Processes

The following is a guest post from Henry Howlett, Junior SEO Executive at Absolute Digital Media.

Who wants to receive a parcel three days after it was due to arrive?

Definitely not your customers.

They pay for the type of parcel delivery they require, whether it is Standard Delivery, the best cheap Next Day Delivery or even Same Day Delivery — they expect it to arrive on time, safe and sound.

In fact, more people than ever shop online, and prefer to receive their goods through the post than walking into a store and paying for it at a till. The need for reputable parcel delivery is only growing, and is unlikely to settle any time soon.

So, to ensure your customers remain satisfied with the delivery service your business provides, as well as save money and invaluable time, take into consideration these tips for enhancing your shipping processes:

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The Consultant’s Guide to Process Street is Here!

You know how important documented processes are already.

They allow you to repeat successes, avoid recurring failures, and all but eliminate human error from your client’s operations.

Unfortunately, doing this with software like Office 365 is like eating soup with a fork – it’s possible, but far messier and more difficult than it needs to be.

Process Street has been built from scratch with the sole purpose of letting you easily and effectively document, manage, and track your processes, and so it doesn’t suffer from the same problems as the traditional software solutions like Microsoft Word.

With this free guide, you can become a true power user and effectively manage your processes, and even earn extra money by referring your clients.

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