Sales Plan Framework for Operational and Performance Qualification Service
Vainola, Ville (2021)
Vainola, Ville
2021
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-202105046870
https://urn.fi/URN:NBN:fi:amk-202105046870
Tiivistelmä
The business challenge in this thesis was that Sales Plans were not used for any service by the case organization. Consequently, this thesis focused on creating a measurable Sales Plan Framework for one of the services provided by the Advisory Services organization operating as part of Caverion Finland Oy. The Sales Plan Framework was needed to be able to create a comprehensive and measurable Sales Plan for the service.
The thesis is based on qualitative research methodology that uses semi-structured interviews as a data source. The thesis proceeded from Current State Analysis for the current Sales Plan and the Sales process, to literature research for contextually relevant literature. The initial proposal for the Sales Plan Framework was co-created with the Key Stakeholders and the Business Management and the final proposal was validated with relevant Stakeholders.
The outcome of this thesis is a measurable Sales Plan Framework. With the Sales Plan Framework the Key Stakeholders are able to create a Sales Plan that address most of the weaknesses and highlight the strengths revealed in the Current State Analysis. With the added measurability the need for the development can be justified to the management.
The Sales Plan Framework will be put in use in the case organization in the future after the implementation and piloting has been agreed on with the business management. The implementation must be done at a specific time of the year, so the piloting of the Sales Plan Framework is out of the scope of this thesis.
The thesis is based on qualitative research methodology that uses semi-structured interviews as a data source. The thesis proceeded from Current State Analysis for the current Sales Plan and the Sales process, to literature research for contextually relevant literature. The initial proposal for the Sales Plan Framework was co-created with the Key Stakeholders and the Business Management and the final proposal was validated with relevant Stakeholders.
The outcome of this thesis is a measurable Sales Plan Framework. With the Sales Plan Framework the Key Stakeholders are able to create a Sales Plan that address most of the weaknesses and highlight the strengths revealed in the Current State Analysis. With the added measurability the need for the development can be justified to the management.
The Sales Plan Framework will be put in use in the case organization in the future after the implementation and piloting has been agreed on with the business management. The implementation must be done at a specific time of the year, so the piloting of the Sales Plan Framework is out of the scope of this thesis.