Early in my career, I had a boss and mentor who believed learning never stopped. Regardless of how much knowledge you thought you had, there was always something to learn. In one of our quests for knowledge, the sales leadership team spent a couple of days in Phoenix learning the Integrity Selling sales methodology. While I did not come away with any new or earth-shattering sales knowledge, it was my first introduction to a truly systematic sales process. The crux of the Integrity Selling methodology was that everyone was selling the same way, asking the same questions. It was so important, that there were pre-printed forms to be filled out after a sales call and based on the information on the form, you would know where you were in the selling process.
Fast forward 20 years and I have seen hundreds of sales processes in my work as a business process engineer. There is Neil Rackham’s Spin Selling, Miller Heiman, as well many others developed by the then current sales leadership. Which one works the best? Without question, the processes that worked the best were those where the entire team knew the process, executed the process, and as a team, tracked the process. As I learned in my experience with Integrity Selling, it was not as much about the strategy as it was managing the tactics.
Dynamics 365 Business Process Flows are an excellent way to manage the tactics of your strategy. I guess you can think of them as the modern pre-printed form. You can have as many Business Process Flows as you like, and it is a fantastic way to test multiple strategies to see which is the most effective. Whether you are a seasoned franchisor with hundreds of stores or looking for your first franchise location, the strategy is not nearly as important as tracking the results of the tactics. By tracking the results, you will quickly learn what works for your franchise and move your time and money into that effort.
Stephen Covey said, “Most leaders would agree that they’d be better off having an average strategy with superb execution than a superb strategy with poor execution.” With Dynamics 365 Business Process Flow, executing and managing your strategy has never been easier.