Blackdot delivers lessons from bechmark sales organisations to help clients ensure they have the right people in the right roles, have the correct strategies to reach their goals and the best practice management disciplines.
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