The Blackdot Sales Framework is premised on the idea that an organisation’s ‘sales engine’ is made up of four interdependent parts that interact holistically to inhibit or drive sales performance. By analysing sales force e�ectiveness in this way, we‘re able to identify the root cause of what’s holding you back and actually quantify the payo� of getting things right.

Consequently, the inherent risks of misdiagnosis and blindly gravitating towards ‘point solutions’ is superseded by the accurate identi�cation of what levers to pull, how hard, and in what sequence to deliver more predictable, repeatable, and sustainable sales performance.

When you take a look at your sales function, how healthy are you?

• ‘Sweet spot’ positioning• Targeting & Segmentation• Sales Process• Sales / Client Engagement Model• Pipeline Management

AN INTEGRATEDMANAGEMENT

‘RHYTHM’A CADENCE OF MANAGER-LED CORE

FORUMS AND ACTIVITIES THAT EFFICIENTLY ALIGNS KEY MANAGEMENT

DISCIPLINES SPANNING PEOPLE, PROCESS, PIPELINE AND PERFORMANCE

MANAGEMENT

• Management Rhythm• Communication & Collaboration• Performance Management• Sales Forums & Meetings

AN EFFECTIVESALES

ENABLEMENTFUNCTION

ESTABLISHES CLEAR STANDARDS AND IMPROVES, EXTENDS AND ACCELERATES THE PERFORMANCE OF BOTH LEADERS

AND FRONTLINE SALES PEOPLE

• Role & Goal Clarity• Values & Behaviours• Recruitment & Selection• Reward & Recognition• Learning & Development

AN EXPLICITGO-TO-MARKET

STRATEGY‘SIZING THE PRIZE’, RESOURCING

AND POSITIONING THE SALES FUNCTION TO EFFECTIVELY

PROSECUTE THE EXTERNAL MARKET OPPORTUNITY

• Go-to-Market Strategy• Operating & Coverage Model• Market Sizing & Intelligence• Customer Value Proposition

A STRONGEXECUTION

SPINELAYING THE NECESSARY FOUNDATION FOR PREDICTABLE AND REPEATABLE

SALES PERFORMANCE

For more information on how we view the component parts of a B2B sales organisation’s revenue engine, contact Blackdot.

SALES FRAMEWORK

THE

KNOWING. NOT HOPING.