top10 sales transformation keys to success

29

Upload: dsg-consulting

Post on 21-Jan-2017

497 views

Category:

Sales


0 download

TRANSCRIPT

Page 1: Top10 Sales Transformation Keys to Success
Page 2: Top10 Sales Transformation Keys to Success

We’ve watched hundreds of B2B organizations succeed as well as fail at Sales Transformation.

Sales Transformation cannot happen in organizations where leaders underestimate the level of change required or underinvest in Sales.

Page 3: Top10 Sales Transformation Keys to Success

Here’s our Top 10 list of how to get change management with Sales Enablement right:

Page 4: Top10 Sales Transformation Keys to Success
Page 5: Top10 Sales Transformation Keys to Success

Build a “change agenda” that documents on a single page the #1 goal of transformation, the behavior change required, the metrics of success, and

the initiatives to enable sales.

Page 6: Top10 Sales Transformation Keys to Success

For extra credit, gain alignment from Product, Marketing, and

Sales leadership for your “change agenda.”

Page 7: Top10 Sales Transformation Keys to Success

Address Motivation for CHANGE

Page 8: Top10 Sales Transformation Keys to Success

Ensure absolute clarity on why the change matters to the organization and why it matters to the individual.

Page 9: Top10 Sales Transformation Keys to Success
Page 10: Top10 Sales Transformation Keys to Success

Establish executive sponsorship. No single factor is more critical than the

head of the sales organization casting the vision and mandating the change.

Page 11: Top10 Sales Transformation Keys to Success
Page 12: Top10 Sales Transformation Keys to Success

Explain the nature of the transformation & expectations for each salesperson

through 1-1 sit-downs with managers.

Page 13: Top10 Sales Transformation Keys to Success
Page 14: Top10 Sales Transformation Keys to Success

Take the mystery out of how a salesperson or manager will

implement the new strategy by providing the right materials.

Page 15: Top10 Sales Transformation Keys to Success

Example content and tools: new sales messages, new talk tracks, new disciplines, new tools, etc. packaged

as a guide or sales playbook.

Page 16: Top10 Sales Transformation Keys to Success
Page 17: Top10 Sales Transformation Keys to Success

Establish what will be measured, who will measure it, when it will be reported,

and how it will be reported at the highest levels in the organization.

Page 18: Top10 Sales Transformation Keys to Success
Page 19: Top10 Sales Transformation Keys to Success

Equip sales through experiential workshops focused on how to make

the change with sales managers leading table discussions and

exercises throughout the session.

Page 20: Top10 Sales Transformation Keys to Success
Page 21: Top10 Sales Transformation Keys to Success

Drive sales transformation through weekly, monthly, & quarterly

coaching conversations between sales managers and their teams.

Page 22: Top10 Sales Transformation Keys to Success
Page 23: Top10 Sales Transformation Keys to Success

Build momentum and encourage the team by sharing success and insights

broadly across the organization through every medium available.

Page 24: Top10 Sales Transformation Keys to Success
Page 25: Top10 Sales Transformation Keys to Success

Maintain energy and focus for 24 months.

Hit pause at 12 months to evaluate progress and revisit each of these success

factors in developing the year 2 plan.

Page 26: Top10 Sales Transformation Keys to Success
Page 28: Top10 Sales Transformation Keys to Success

Enabling Every Sales Channel

We’ve helped more than 300 B2B companies implement their ‘big ideas’ for driving growth through

sales playbooks, training, and reinforcement.

Learn More about DSG