I bring extensive experience in Sales Transformation and can provide you with a business strategy and solution that focuses on reshaping your sales organization to boost both top-line and bottom-line revenue. If you face challenges like strategy misalignment, below-average sales performances, or elusive revenue goals, I can help!
There are several sources out there on how to execute a sales transformation initiative. The suggestions are often too broad or not company-specific, and any attempt to offer up a comprehensive game plan is typically ineffective. To successfully shape and execute your sales transformation strategy, I offer these six components.
Integrated Sales and Marketing
Sales and marketing alignment has always been an oft-ignored area. However, it has become increasingly clear that there would be a negative impact on revenue growth in this increasingly connected digital world without such an integrated strategy. Customers are engaging with sales professionals more in-depth in the sales cycle than ever before.
- Do you have a prospecting map?
- If you do, how often, and more importantly, how quickly do you adapt and adjust that map to the dynamic conditions?
- Do you coach and mentor the sales team and create accountability for customer success?
- Is this automated, and how well does it integrate with client services?
I can help you ensure that your sales teams are in the right place at the right time when your prospects and customers are ready to engage. Through creative alignment in messaging, content production, content distribution, lead generation, and handoffs, your revenue-based marketing designs can take the organization to new success levels.
Sales Strategy
On average, only 42% of executives adequately link tactics to budgets, and only 57% of the realizable value from the execution comes to fruition.
- Do you have clear answers on where your organization is today, and where do you want to take it?
- What opportunities do you currently have or are pursuing, and are they aligned to the above?
- Do you have a definite and concise way to explain the strategy and its relevance to all stakeholders?
- How defined are your strategy elements such as sales organization design, role design, and expectations?
- Have you ensured customer segmentation and alignment of resources and the work of quota setting and compensation?
- Are there leading and lagging measures to keep you abreast of what is going right?
Having an all-around representation, a direct communication approach, and a tool for effectively tracking and measuring results are crucial for ensuring that your organization succeeds. I can assist!
Effectiveness – Alignment, Scale, Change
This element includes everything from Sales processes, sales methodology, and coaching to opportunity management and key account management.
- How aligned are the sales and account management teams to your customers, internal sales organization, and the overall business?
- Is there an evident ability to scale through consistent language, expectations, and coaching?
- How do you drive effectiveness in your sales environment currently?
It is particularly critical that the decisions made here are genuine and aligned with the growth and go-to-market strategy, not just the latest trend defined as a transformation initiative.
Client-Centric Sales Enablement
- Do you understand why your customers buy?
- Are you able to put your sales organization in the right position to differentiate your company?
The critical ingredients of defining plus executing sales enablement combine a precise representation of what you want to achieve with clear responsibility while focusing on your clients and keeping it simple.Providing the sales teams with actionable intelligence, including buyer personas, market trends, and sales-ready collateral, is incredibly valuable when paired with the right technology platform (outside of the CRM or Marketing Automation) to deliver this content. Help your sales team sell more is the mantra! I can help you make sure that the technology, tools, training, and content you need or create will make a difference.
Talent Management and Skill Development
- Have you completed personality assessments on your sales team?
- If you have, how often do you assess and follow-through?
- Are you willing to upset the status quo?
Almost certainly, your team will need to develop new skills if you are undergoing this change. Frequently, this factor is ignored or directed only with a generic approach. To drive real change, look at the most critical skills that the team will need to thrive in the new environment and invest in developing these with them, whether it be through training, peer mentoring, or coaching.
Sales Operations
Another one of those crucial elements that are ignored, especially in the SMB marketplace. The cement that brings everything together, you need the right individuals in Sales Operations who not only understand the mechanics of finance and forecasting but those who truly understand the entire sales ecosystem. Underinvesting in this capability will severely weaken your transformational efforts.
Having undertaken several sales transformations for organizations of different sizes, industries, and platforms, I know how critical it is for each of these elements to run successfully if the business wants to leap to the next level of performance and revenue growth.
Do you have all these bases covered as you look at embarking on your sales transformation journey?
Have a different type of solution or service in mind? Sure! Get in touch ASAP.