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RUN TO A FIT FOR
PURPOSE ‘HOW WE
SELL AROUND HERE’
FRAMEWORK
RUN EXCEPTION-
FREE SALES
MANAGEMENT
DISCIPLINES
MINIMISE RAMP
UP, MAXIMISE [?] &
ELIMINATE DECLINE
copyright blackdot 2013
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
1
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

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Blackdot Sales Framework

  • 1. RUN TO A FIT FOR PURPOSE ‘HOW WE SELL AROUND HERE’ FRAMEWORK RUN EXCEPTION- FREE SALES MANAGEMENT DISCIPLINES MINIMISE RAMP UP, MAXIMISE [?] & ELIMINATE DECLINE copyright blackdot 2013 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 1 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