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The SalesCraft Community. Join the SalesCraft Linkedin Group Follow @salescraft on Twitter Find Content at www.salescraft.org Read the SalesCraft blog at www.wordpress/salescraft. Let’s Talk Transformation. The SalesCraft Advisory www.salescraft.org. Transformation?. or Transformation?.

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The salescraft community

The SalesCraft Community

  • Join the SalesCraft Linkedin Group

  • Follow @salescraft on Twitter

  • Find Content at www.salescraft.org

  • Read the SalesCraft blog at www.wordpress/salescraft


Let s talk transformation

Let’s Talk Transformation

The SalesCraft Advisory

www.salescraft.org


Transformation

Transformation?


Or transformation

or Transformation?


The transformation vision

The Transformation Vision

The ability to RELIABLY and PREDICTABLY adjust your sales model while continuing to deliver on your number, quarter after quarter


The road to transformation

The Road to Transformation


What is it

WHAT IS IT?


Defining sales enablement

Defining Sales Enablement

  • Leadership

  • Content

  • Training

  • Communications

  • Culture


Who cares

WHO CARES?


The audience

The Audience

  • Quota Carriers

  • Sales Manager’s

  • SME’s

  • Specialty Sales

  • CMO


Do i have to

DO I HAVE TO?


Change management

Change Management

  • Organizational

  • Role Definition

  • Governance

  • Accountability

  • Funding


What are the odds

WHAT ARE THE ODDS?


Insider tips

Insider Tips

  • Reverse Engineering

  • Translation & Packaging

  • Rollout & Reinforcement

  • Alignment of Metrics

  • Tell the Story


What haven t you told me

WHAT HAVEN’T YOU TOLD ME?


Risk mitigation

Risk Mitigation

  • Executive Support

  • DO NOT Revert to Form

  • Golden Thread

  • Be Politically Aware

  • Make it FUN!


Transformation 5x5

Transformation 5x5

WHO CARES?

  • Quota Carriers

  • Sales Manager’s

  • SME’s

  • Specialty Sales

  • CMO

DO I HAVE TO?

  • Organizational

  • Role Definition

  • Governance

  • Accountability

  • Funding

WHAT IS IT?

  • Leadership

  • Content

  • Training

  • Communications

  • Culture

WHAT ARE THE ODDS?

  • Reverse Engineering

  • Translation & Packaging

  • Rollout & Reinforcement

  • Alignment of Metrics

  • Tell the Story

WHAT HAVEN’T

YOU TOLD ME?

  • Executive Support

  • DO NOT Revert to Form

  • Golden Thread

  • Be Politically Aware

  • Make it FUN!


The role of technology

The Role of Technology


The sales enablement journey

The Sales Enablement Journey

Organizational Objectives

SALES EXPERIENCE

SALES OPTIMIZATION

SALES AGILITY

The “Art” of Sales

Sales Enablement

Transformation

Balance Operational Investments by Creating a Foundational

Sales Culture

Drive Fundamental Change to the Sales Supply Chain Tied to Specific Sales Outcomes

Fluidly Adjust the Sales Engagement Model in Synch with Market Conditions


The sales enablement journey1

The Sales Enablement Journey

Execution & Deliverables

SALES EXPERIENCE

SALES OPTIMIZATION

SALES AGILITY

The “Art” of Sales

Transformation

Sales Enablement

  • Leadership Programs

  • Communications Framework

  • Technology Platform

  • Sales Tools

  • Partner with SME’s

  • Pilot SE Initiatives

  • Sales Culture Defined

  • Enablement Team Informal

  • Kickoff Tied to Enablement

  • Benchmark Skills

  • Engagement-Based Learning

  • Translate & Package Premium Content by Sales Stage

  • Introduce Governance Models & Certification

  • Enablement Leader in Place

  • Integrate LMS

  • SE Dashboards at All Levels

  • Defined Processes, Handoffs & SLA’s

  • Content Strategy in Place

  • Established Curriculums


The sales enablement journey2

The Sales Enablement Journey

Transformation Triggers

SALES EXPERIENCE

SALES OPTIMIZATION

SALES AGILITY

The “Art” of Sales

Transformation

Sales Enablement

  • Improve Sales Experience

  • Retain Top Performers

  • Formalize Leadership Messaging

  • Create a Sales Portal

  • Better Alignment with Marketing

  • Competitive Threat

  • Acquisitions or Merger

  • Major Product Launch

  • Go-to-Market Transition

  • Major Initiative

  • Leadership Transition

  • Revenue Impact

  • Demonstrated Success

  • Innovation Mindset


The salescraft community

The Adoption Cycle

Phase III

Phase II

Adoption

Phase I

Art of Sales

Status Quo

Sales Enablement

Transformation

Time

  • Business drivers create inflection points which trigger progression to next phase.

  • Length of each phase varies, but typically lasts at least 6 months.

  • Minimum time to Transformation is 1 year.


Www salescraft org info@salescraft org

SALESENABLEMENT

ADVISORY

Enable to Transform

www.salescraft.org

[email protected]


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