Sales Transformation
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The document discusses a framework for designing a world-class sales force by addressing common issues and leveraging key areas for improvement. Some common sales force issues include stagnant market share, weak management, misaligned sales and marketing, and poor customer retention. The framework involves examining three main levers - developing sales strategies aligned to business priorities, establishing a strong sales culture reinforced by leadership, and embedding the right processes and tools to create a repeatable formula for success.
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- 1. Sales Transformation A Framework for Designing a World Class Sales Force Christy Aronson christy_aronson@yahoo.com www.linkedin.com/in/christyaronson/
- 2. 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 christy_aronson@yahoo.com 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
- 3. 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 achievementChristy Aronson christy_aronson@yahoo.com www.linkedin.com/in/christyaronson/