Step 1: Sales Planning
The planning step helps you develop sales and data plans that will allow the organisation to make the number. You will know what data you need along the way to help you make decisions. With the right plans in place, you improve your chances of success.
Phase 1: Markets
Understand the playing field completely.
Phase 2: Accounts
Go after accounts that are going to spend a lot this year and avoid those that are not.
Phase 3: Buyers
Understand how executives make purchase decisions.
Step 2: Engagement
The engagement step is where you define how the sales team interacts with prospects and customers. This begins with prospecting to generate early-stage buyer interest. Even if you are supported by a world class marketing team, the reality is that sales will still need to source at least 50% to 70% of your opportunities. This process definition continues through the sales process. The sales process must match the way buyers turn their initial interest into a decision to buy.
Phase 4: Prospecting
Fill the funnel with real sales opportunities.
Phase 5: Sales Process
Win more deals. Win bigger deals. Faster.
Phase 6: Organisational Design
Determine the right number of “feet on the street,” what type of reps you need, and the best organisational chart for you.
Phase 7: People Plan
“A” players generate 5x more revenue than “B” players and 10x more than “C” players.
Phase 8: Channel Optimisation
Cover the market completely with direct and indirect sales channels.
Phase 9: Territory Alignment
Balance customer requirements, company revenue expectations and sales rep workload to grow revenues.
Phase 10: Target Setting
Link company objectives to sales rep targets.
Phase 11: Compensation Planning
Incentive compensation plans that get you to your revenue goal.
Step 3: Sales Support
Help your sales team be effective in perpetuity by supporting them and making your internal organisation easy to do business with. Support is where you help your sales team’s effectiveness by removing their non-selling responsibilities and streamlining those that can’t be offloaded. With sales operations you will improve the efficiency of the team through process, technology, metrics and best practices. With sales support you will make the internal organisation easy to interact with. With systems you remove the administrative burden by automating the core business process.
Phase 12: Sales Operations
Improve the efficiency of the sales team.
Phase 13: Sales Enablement
Drive revenue per sales head up and time to productivity for new sales hires down.
Phase 14: Systems
Improve the productivity rates of your sales team with smart sales systems design.
Phase 15: Back Office Support
Be a company easy to buy from and sell for.
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Cadence Consulting can help you implement some or all of the practices embraced by leading companies.