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The SalesCraft Community

The SalesCraft Community. Join the SalesCraft Linkedin Group Follow @salescraft on Twitter Find Content at www.salescraft.org Read the SalesCraft blog at www.wordpress/salescraft. Let’s Talk Transformation. The SalesCraft Advisory www.salescraft.org. Transformation?. or Transformation?.

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The SalesCraft Community

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  1. The SalesCraft Community • Join the SalesCraft Linkedin Group • Follow @salescraft on Twitter • Find Content at www.salescraft.org • Read the SalesCraft blog at www.wordpress/salescraft

  2. Let’s Talk Transformation The SalesCraft Advisory www.salescraft.org

  3. Transformation?

  4. or Transformation?

  5. The Transformation Vision The ability to RELIABLY and PREDICTABLY adjust your sales model while continuing to deliver on your number, quarter after quarter

  6. The Road to Transformation

  7. WHAT IS IT?

  8. Defining Sales Enablement • Leadership • Content • Training • Communications • Culture

  9. WHO CARES?

  10. The Audience • Quota Carriers • Sales Manager’s • SME’s • Specialty Sales • CMO

  11. DO I HAVE TO?

  12. Change Management • Organizational • Role Definition • Governance • Accountability • Funding

  13. WHAT ARE THE ODDS?

  14. Insider Tips • Reverse Engineering • Translation & Packaging • Rollout & Reinforcement • Alignment of Metrics • Tell the Story

  15. WHAT HAVEN’T YOU TOLD ME?

  16. Risk Mitigation • Executive Support • DO NOT Revert to Form • Golden Thread • Be Politically Aware • Make it FUN!

  17. Transformation 5x5 WHO CARES? • Quota Carriers • Sales Manager’s • SME’s • Specialty Sales • CMO DO I HAVE TO? • Organizational • Role Definition • Governance • Accountability • Funding WHAT IS IT? • Leadership • Content • Training • Communications • Culture WHAT ARE THE ODDS? • Reverse Engineering • Translation & Packaging • Rollout & Reinforcement • Alignment of Metrics • Tell the Story WHAT HAVEN’T YOU TOLD ME? • Executive Support • DO NOT Revert to Form • Golden Thread • Be Politically Aware • Make it FUN!

  18. The Role of Technology

  19. The Sales Enablement Journey Organizational Objectives SALES EXPERIENCE SALES OPTIMIZATION SALES AGILITY The “Art” of Sales Sales Enablement Transformation Balance Operational Investments by Creating a Foundational Sales Culture Drive Fundamental Change to the Sales Supply Chain Tied to Specific Sales Outcomes Fluidly Adjust the Sales Engagement Model in Synch with Market Conditions

  20. The Sales Enablement Journey Execution & Deliverables SALES EXPERIENCE SALES OPTIMIZATION SALES AGILITY The “Art” of Sales Transformation Sales Enablement • Leadership Programs • Communications Framework • Technology Platform • Sales Tools • Partner with SME’s • Pilot SE Initiatives • Sales Culture Defined • Enablement Team Informal • Kickoff Tied to Enablement • Benchmark Skills • Engagement-Based Learning • Translate & Package Premium Content by Sales Stage • Introduce Governance Models & Certification • Enablement Leader in Place • Integrate LMS • SE Dashboards at All Levels • Defined Processes, Handoffs & SLA’s • Content Strategy in Place • Established Curriculums

  21. The Sales Enablement Journey Transformation Triggers SALES EXPERIENCE SALES OPTIMIZATION SALES AGILITY The “Art” of Sales Transformation Sales Enablement • Improve Sales Experience • Retain Top Performers • Formalize Leadership Messaging • Create a Sales Portal • Better Alignment with Marketing • Competitive Threat • Acquisitions or Merger • Major Product Launch • Go-to-Market Transition • Major Initiative • Leadership Transition • Revenue Impact • Demonstrated Success • Innovation Mindset

  22. The Adoption Cycle Phase III Phase II Adoption Phase I Art of Sales Status Quo Sales Enablement Transformation Time • Business drivers create inflection points which trigger progression to next phase. • Length of each phase varies, but typically lasts at least 6 months. • Minimum time to Transformation is 1 year.

  23. SALESENABLEMENT ADVISORY Enable to Transform www.salescraft.org info@salescraft.org

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