Sales Strategy Programme
A Facilitated Process Featuring 4-Distinct Stages and 8-Boxes of Activity
The intention is to bring your people together and work through a range of activities designed to move you and your people forward at a pace you can accommodate.
Sales Strategy Programme
If your sales strategy needs a reboot, or you feel your team would benefit from a clear and structured pathway, then engage your team in a facilitated programme that is contextualised to your business. The programme puts customers at the centre and focusses on sales, sales operations and other enabling business functions under the spotlight.
As facilitators, we believe the answers are often in the room. Your team will be engaged and contribute to a process designed to get the best out of your people. The process will bring clarity relative to goals and how to go forward and achieve them. You will see your people in action and what it will take to scale and manage your approach to long-term sustainable sales growth.
Programme Description
Delivery Mode - Remote
The process starts with a no-cost, zero-risk 60-minute discussion. This establishes the drivers for the programme, captures where you are as a business, what you see as your priorities so we can contextualise your programme. The next stage is to move forward, or stop.Delivery Mode - Onsite
Two days will be spent in your business meeting your people and identifying strengths. This is delivered through discussion and observations. We focus on areas such as:-
Customer
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Marketing
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Sales
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Systems
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People
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Sales revenue
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Working practices
Upon completion we will discuss our findings and observations with you. This helps us to understand your current situation, build rapport, enabling us to contextualise your sales strategy programme.-
Delivery Mode - Remote
Two days will be spent researching your market. This provides invaluable insight to inform the programme:-
Day one will be spent collecting data and information enabling analysis of areas such as size of market, audience, trends, competition and addressable needs
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Day two will bring the voice of the customer into the process, we do this through focus groups, or online 1-2-1 discussions. The aim is to understand what your customers buy, how they buy and their perception of your sales approach, customer experience and brand.
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Delivery Mode - In-Person Workshop
Your team will be bought together in a one-day workshop. The aim is to examine your business through multiple lenses and for each team member to participate and contribute. The workshop will focus on the following areas:-
Review output from the market research exercise
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Assess and capture how your business makes money today
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Presentation of sales budgets, pipeline and performance
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Determine external factors and how they impact your business
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Review internal strengths and weaknesses
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Identify external opportunities and threats
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Understand your Why and Purpose
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Qualify and quantify the addressable needs that you can meet
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Action planning
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Delivery Mode - In-Person Workshop
Your team will be bought together in a one-day workshop. The aim is to start the process of developing a marketing strategy and ensuring it aligns to how and what you sell. Each team member will participate and contribute. The workshop will focus on the following:-
Review of the market opportunity workshop and actions
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Map your competitive position
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Interrogate your current marketing strategy and its relationship with your sales and business strategy
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Identify key marketing objectives, tactics and measures including financials
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Map products and service lines against revenue, potential and lifecycle
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Capture high-level customer journeys from awareness to advocacy
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Determine your product, pricing, placement and promotional strategy (4Ps)
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Create a marketing roadmap
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Action planning
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Delivery Mode - In-Person Workshop
Your team will be bought together in a one-day workshop. The aim is to start the process of ensuring your sales target operating model is optimised and that each aspect of what you do is aligned and drives value for your customer or beneficiary. Each team member will participate and contribute. The workshop will focus on the following:-
Review of the marketing strategy workshop and actions
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Create and map a sales target operating model
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Define customer profiles, value proposition, value delivery chain, structure, skills, technology, financials and management approach
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Map end-to-end sales process
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Identify changes to your existing model
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Determine high-level business unit plans
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Action planning
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Delivery Mode - Onsite and Remote
Four days will be spent working with your people to create the implementation plan. This will include the following:-
Perform impact analysis
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Conduct sales skills assessment
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Define plans: project, resources, go-to-market, sales skills training plans
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Translate business financials to sales revenue targets
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Discussions with you
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Delivery Mode - In-Person Workshop
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Review of actions
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Review of the process
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Presentation of plans
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Roles and responsibilities
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Barriers to progress
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Opportunity to ask questions
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Roadmap future stages
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Launch
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FAQs
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Organisations looking to grow sales, recover sales or diversify
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Directors who are leading teams tasked with sales growth
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Managers of business functions
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Project team members
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Individual contributors
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Start at any time
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We agree the delivery schedule with you
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Our intention is to deliver the programme at a pace you can accommodate
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The delivery model is blended
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Time will be spent working at your premises and remotely
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Workshops will be delivered at a suitable venue
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Yes, you can choose to have us fully manage the programme. Our fully managed service includes areas such as:
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Finding workshop venues
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Project plan creation
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Project communications
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Establishing project documentation
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Capturing and recording actions
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Liaising with action-owners for progress updates
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Maintaining action and decision logs
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Sharing progress updates
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General oversight and governance
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Zero-cost initial assessment
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Your team engaged throughout
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Organisation review with discussion
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Opportunity identification
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Market and customer insights
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Marketing plan
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Sales Target Operating Model
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Sales process map
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Selling model
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Sales and marketing objectives and key results (OKRs)
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Sales funnel
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Sales toolkit specification
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Impact assessment
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Sales skills assessment
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Sales team training plan
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Implementation plans
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Business unit action plans
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