Typical drivers of sales transformation include:
> External market forces - market maturity,
technological developments, competitive
pressures, accessibility of new channels, changes
in customers buying behaviors (to name a few).
> Internal pressures include new products or services,
channel profitability, sales productivity, cost
There are, of course, more drivers of the need to "up the productivity" of sales. Each situation is individual and the recommended mix and application of the key levers of sales transformation depends on the circumstances.
Some of these include:
> Sales skill & capability
> Sales Management development
> Knowledge Management
> Sales Engagement Processes
> Customer and channel, customer and product,
channel and product alignment
> Metrics and reporting
> Sales tools and systems
> Resources and organisational design
> Performance Management Framework
> Motivational Environment
We can help you review, assess, plan and implement the mix that will drive your organisation's sales transformation.
Sales Transformation. A process.
To get from:
Where you want
Where are you now?
What are the gaps to where you want to be?
Which levers of sales transformation will deliver the greatest capability?
How to achieve? Who? When?
What are you waiting for?
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