RUN TO A FIT FOR PURPOSE ‘HOW WE SELL AROUND HERE’ FRAMEWORK

RUN EXCEPTION-FREE SALES MANAGEMENT DISCIPLINES

MINIMISE RAMP UP, MAXIMISE [?] & ELIMINATE DECLINE

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Sales Force Transformation – Lessons from Benchmark Sales Organisations

4 5 GET ORGANISED (& ALLOCATE RESOURCES) FOR SUCCESS

2 SIZE THE PRIZE & RUTHLESSLY PRIORITISE ORGANIC GROWTH OPPORTUNITIES

3

SALES PROCESS & ENGAGEMENT MODEL

PIPELINE & OPPORTUNITY MANAGEMENT

ENABLING TOOLS & TECHNOLOGY

MANAGEMENT RHYTHM

COACHING & MANAGING PERFORMANCE

FORECASTING & REPORTING

PERFORMANCE & SUCCESS PROFILING

REWARD & RECOGNITION

1

What’s the size of your ‘convertible market

opportunity’?

Have you got your best resources aligned to our biggest opportunities?

Is your defined sales process simple & enabling?

Are your sales management disciplines & rhythm truly

efficient & effective?

Have you got a critical mass of the right people in the

right roles?

STRATEGIC OBJECTIVES

TARGET MARKET SEGMENTATION

CUSTOMER VALUE PROPOSITION

GO-TO-MARKET & OPERATING MODEL

RESOURCE ALLOCATION & COVERAGE

ROLE & GOAL CLARITY

SELECTION & DEVELOPMENT

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Via …

“Leaders Do the right things”

Benchmark sales organisations …

“Managers Do things right”

STRATEGY OP MODEL PROCESS MGT PEOPLE

Clarity, Belief or Confidence & Alignment

Reduce cost of sale Repeatable, predictable results

Focus frontline of highest yielding sales activity

Critical mass of the right people in the right roles

hitting the no’s