The Blackdot Sales Framework analyzes a company's sales engine as consisting of four interdependent parts: an explicit go-to-market strategy, a strong execution spine, an effective sales enablement function, and an integrated management rhythm. By examining these parts holistically, the framework is able to accurately identify the root causes of poor sales performance and determine the appropriate levers to improve performance in a predictable, repeatable, and sustainable way. The framework provides a holistic view of a sales organization's health across key areas like targeting, process, pipeline management, and performance management.

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superseded by the accurate identification of what levers to pull, how hard, and in what sequence to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.