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When a team has a large complex sale to plan, the software asks all the questions that are needed to address the sale. It then structures that information into a detailed plan and facilitates monitoring its execution.

It explores the politics, the benefits that are being sought, criteria, demonstrations, product features, uniqueness, etc., and plots a road map for the completion of the sale through to close.

The road map shows the typical meetings that will take place, the issues that need to be raised, the commitments wanted and so on. It also produces a fully documented set of standards for how the sale should progress.

The software has three main application areas:

• a basis for training
• an operational guide for the sales force
• a set of milestones that prompt sales management interventions

By facilitating the selling process step by step from initial contact to close, Machiavelli II lifts the “fog of the sale”. This concentration on the quality of the process – clarifying what has to be done and how/when to do it – plugs the gap that currently sits between CRM and SFA systems:

• Each team member has a better understanding of his or her role
• All the loose ends and showstoppers are pre-handled
• Resources can be planned long in advance
• All the appropriate events are scheduled
• The progress of the sale can be better tracked
• Senior management can be forewarned that they will be needed much earlier 

Attention to the quality of the selling process will deliver higher levels of sales success.

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