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The Blackdot Sales Framework is premised on the idea that an organisation’s‘sales engine’is made
up of four interdependent parts that interact holistically to inhibit or drive sales performance. By
analysing sales force effectiveness in this way, we‘re able to identify the root cause of what’s holding
you back and actually quantify the payoff of getting things right.
Consequently, the inherent risks of misdiagnosis and blindly gravitating towards‘point solutions’is
superseded by the accurate identification of what levers to pull, how hard, and in what sequence to
deliver more predictable, repeatable, and sustainable sales performance.
When you take a look at your sales function, how healthy are you?
• ‘Sweet spot’positioning
• Targeting & Segmentation
• Sales Process
• Sales / Client Engagement Model
• Pipeline Management
AN INTEGRATED
MANAGEMENT
‘RHYTHM’
A CADENCE OF MANAGER-LED CORE
FORUMS AND ACTIVITIESTHAT
EFFICIENTLY ALIGNS KEY MANAGEMENT
DISCIPLINES SPANNING PEOPLE,
PROCESS, PIPELINE AND PERFORMANCE
MANAGEMENT
• Management Rhythm
• Communication & Collaboration
• Performance Management
• Sales Forums & Meetings
AN EFFECTIVE
SALES
ENABLEMENT
FUNCTION
ESTABLISHES CLEAR STANDARDS AND
IMPROVES, EXTENDS AND ACCELERATES
THE PERFORMANCE OF BOTH LEADERS
AND FRONTLINE SALES PEOPLE
• Role & Goal Clarity
• Values & Behaviours
• Recruitment & Selection
• Reward & Recognition
• Learning & Development
AN EXPLICIT
GO-TO-MARKET
STRATEGY
‘SIZINGTHE PRIZE’, RESOURCING
AND POSITIONINGTHE SALES
FUNCTIONTO EFFECTIVELY
PROSECUTETHE EXTERNAL MARKET
OPPORTUNITY
• Go-to-Market Strategy
• Operating & Coverage Model
• Market Sizing & Intelligence
• Customer Value Proposition
A STRONG
EXECUTION
SPINE
LAYINGTHE NECESSARY FOUNDATION
FOR PREDICTABLE AND REPEATABLE
SALES PERFORMANCE
For more information on how we view the component parts of a B2B sales organisation’s revenue engine, contact Blackdot.
SALES FRAMEWORK
THE
KNOWING. NOT HOPING.

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Blackdot Sales Framework Overview

  • 1. The Blackdot Sales Framework is premised on the idea that an organisation’s‘sales engine’is made up of four interdependent parts that interact holistically to inhibit or drive sales performance. By analysing sales force effectiveness in this way, we‘re able to identify the root cause of what’s holding you back and actually quantify the payoff of getting things right. Consequently, the inherent risks of misdiagnosis and blindly gravitating towards‘point solutions’is superseded by the accurate identification of what levers to pull, how hard, and in what sequence to deliver more predictable, repeatable, and sustainable sales performance. When you take a look at your sales function, how healthy are you? • ‘Sweet spot’positioning • Targeting & Segmentation • Sales Process • Sales / Client Engagement Model • Pipeline Management AN INTEGRATED MANAGEMENT ‘RHYTHM’ A CADENCE OF MANAGER-LED CORE FORUMS AND ACTIVITIESTHAT EFFICIENTLY ALIGNS KEY MANAGEMENT DISCIPLINES SPANNING PEOPLE, PROCESS, PIPELINE AND PERFORMANCE MANAGEMENT • Management Rhythm • Communication & Collaboration • Performance Management • Sales Forums & Meetings AN EFFECTIVE SALES ENABLEMENT FUNCTION ESTABLISHES CLEAR STANDARDS AND IMPROVES, EXTENDS AND ACCELERATES THE PERFORMANCE OF BOTH LEADERS AND FRONTLINE SALES PEOPLE • Role & Goal Clarity • Values & Behaviours • Recruitment & Selection • Reward & Recognition • Learning & Development AN EXPLICIT GO-TO-MARKET STRATEGY ‘SIZINGTHE PRIZE’, RESOURCING AND POSITIONINGTHE SALES FUNCTIONTO EFFECTIVELY PROSECUTETHE EXTERNAL MARKET OPPORTUNITY • Go-to-Market Strategy • Operating & Coverage Model • Market Sizing & Intelligence • Customer Value Proposition A STRONG EXECUTION SPINE LAYINGTHE NECESSARY FOUNDATION FOR PREDICTABLE AND REPEATABLE SALES PERFORMANCE For more information on how we view the component parts of a B2B sales organisation’s revenue engine, contact Blackdot. SALES FRAMEWORK THE KNOWING. NOT HOPING.