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Unprecedented experience since 1990
Sales Focus Growth Programme
Every programme is a unique programme to address the specific issues of each company. There are core elements of systems and disciplines that must be integrated for success plus elements that are specific to your business strategy and sales goals to enable you to drive consistent growth in the future.
A brief example of some subject matter available for your bespoke programme.
1. Revenue Growth Strategy
Developing the Revenue Growth Strategy requires understanding the company’s business strategy and vision and forecasted revenue expectations. Then, through a methodology of analysis and validation processes, the likelihood of revenue achievement in specific timelines and the investment required to achieve the planned outcomes is finalised. This is the core method of understanding if your company can and will exceed sales goals.
The go-to-market strategy is dictated by the outcomes of the Revenue Growth Strategy.
2. Go-to-Market Strategy Coverage and Routes to Market
The overall benefit of the Sales Focus Growth Programme is that it develops how your company can deliver growth, consistently. It does this by establishing the company in a winning position against your competitors through internal and external changes. Grounded in best practice, the alignment of strategy to your products, markets, combined with the right efforts, timely, applied by sales and marketing it provides a permanent base for growth.
3. Segmentation Strategy
There are several ways to segment your defined markets. You need to divide the broad target market into subsets of buyers with common needs, priorities, and solution options. Those can include:
Market Segmentation – Identifying markets where companies will have a competitive advantage that will fuel the growth of the business.
Account Segmentation – identify which accounts are most likely to buy in the short and medium term, as well as the right coverage for those accounts. Understanding which accounts in the market are going to generate the most revenue over the shortest period.
Buyer Segmentation – Identifying how companies make decisions and how the individuals who make those decisions want to be served and to pursue them in the most effective or efficient manner.
4. Human Capital Planning & Review & Acquisition
Talent Mapping – Understanding the talent requirements in sales and marketing to deliver a go-to-market strategy. Creating a talent plan for the types of roles you will need over varying timeframes. Developing an actionable plan to source, deploy, and retain the right people. The validation of the mapping for individuals’ efficiencies and performance standards, and cost-effectiveness ensures increased profitability in the business.
Assessments – Identifying the right person for each role is too important to be left to chance. A robust evaluation of individual contributors can ensure people are in the most effective position. We compare competencies, accountabilities, and the intangible aspects of capabilities. Ultimately this reduces new hire ramp-to-productivity and employee churn by assuring role fitness before hiring.
Acquisition – Through talent mapping and assessments, a roadmap of acquisitions is identified for current and future roles in the company. The process establishes the key functional role requirements providing a basis for a hiring matrix to be developed for each position.
5. Sales Force Enablement
Sales force enablement provides the tools and support required by salespeople to excel in their role. Sales enablement can increase sales win rates by 15% or more. Companies engaging a sales enablement person can handle a wide range of different activities and priorities, including
- Sales onboarding and continuous learning programs
- Creation of sales assets and sales training content
- Ownership and implementation of the sales coaching strategy
- Sales communications
- Measuring and reporting on sales enablement program success
6. Territory, Quota and Compensation
The right territory and quota allocation and effective compensation plans are important tools to reinforce the revenue growth strategy. A well-designed strategy can fail if the territories, quotas, and compensations create conflict with the strategy.
Territory planning is balancing the customer requirements, company revenue expectations and salespersons workload to grow revenues. It requires a data-driven approach to finding the right balance and enabling teams to proactively pursue accounts in your markets.
Effective quota and compensation plans development assists attract and retain top performers and drive the desired selling behaviour and performance, positioning the company for greater success. Using a data-driven methodology, the compensation plan can evaluate the ROI required on each team member establishing minimum performance standards and validating if the quota is achievable and predictable commission payment for over achievement.
7. Job Descriptions and Score Cards
Clear job descriptions and scorecards assist in attracting and retaining top performers for each position. Well documented they align the team on what they do, their responsibilities and role functions and where others can be relied upon for support. Well documented profiles establish a clear understanding of the company’s expectations of performance requirements in the role. It details the performance standards that will deliver results in the role.
8. Sales Planning
Sales planning defines how you will achieve the growth objective by building a predictive system to achieve your goals consistently. A successful sales plan provides an operating procedure for a company’s sales team to ensure the execution of the revenue growth strategy. The discipline of sales planning provides teams with the ability to plan, adjust and focus their efforts on the most productive accounts and where most revenue gains can be achieved. Regularly reviewed, it supports team members building sufficient connections to fuel pipelines in the short-medium-long term.
9. Marketing Planning
Marketing planning for sales teams is focused on sales-ready leads. The marketing plan is a subset of the sales plan that identifies the company profiles, decision-maker personas, geography, deal size, and messaging to allow marketing to deliver pinpoint accurate marketing.
10. Sales Force Management
Sales force management driving growth requires core disciplines in place and consistently applied. These alone will not drive growth if the revenue strategy and other elements are not in place. The most focused sales management disciplines include:
- Sales management methodology to drive growth
- Implementing effective coaching disciplines
- Pipeline Design and Management
- New Business Acquisition
- Sales Effectiveness Measurement
Without these operating companies struggle to exceed sales goals.
The Sales Focus Growth Programme will deliver results for your company. Delivered through a series of customised in-house workshops and implementation exercises, the programme guides your company’s leadership team to deliver sustainable, profitable growth.
- Why growth does not come easy
- Where does your company stand?
- Why common sense, courage and teams are important
- Is my team ready to engage in a business-performance programme?
- How do discuss the programme internally with your team
- Frequent signs of change reluctance in teams