Sales Transformation

Sales Transformation A Framework for Designing a World Class Sales Force

Christy Aronson [email protected]

www.linkedin.com/in/christyaronson/

Common Sales Force Issues Each of these issues can be addressed by examining key levers that can put the team back on track

Examples

Christy Aronson [email protected] www.linkedin.com/in/christyaronson/

Stagnant or declining market share

Weak management oversight and expertise

Value propositions that don’t resonate with

customers

Channel confusion

Misalignment of sales and marketing

Poor alignment of roles & objectives

Lack of visibility and/or

predictability in sales results

Poor customer retention

Low win rates

Lack of lead generation

capabilities

Time management

Individual Performance Sub-optimized cost of sales

Sales process & CRM adoption

Attracting and retaining top sales talent

Low rate of cross-sell

Sales Transformation Levers One or more of these areas may need to be addressed to improve sales performance

Go-to-market strategy Customer strategy Channel strategy Field messaging (value prop) Marketing & sales strategy

Develop and execute sales strategies that align to business priorities

Vision Business priorities Macro goal setting Community Leadership involvement & visibility

Establish a strong sales culture that is reinforced by leadership

Organization structure & role Customer/channel alignment Account planning Lead generation Marketing/sales alignment

Engage the customer with the right resources and planning

Sales process Territory/segment management CRM Analytics tools Other enablement tools

Embed the right processes and tools to create a repeatable formula for success

Onboarding Talent development Reporting & metrics Activity management Compensation & recognition

Oversee team performance and development by setting and monitoring goal achievement Christy Aronson

[email protected] www.linkedin.com/in/christyaronson/