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?
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
WHAT IS IT?
Defining Sales Enablement
•
•
•
•
•
Leadership
Content
Training
Communications
Culture
WHO CARES?
The Audience
•
•
•
•
•
Quota Carriers
Sales Manager’s
SME’s
Specialty Sales
CMO
DO I HAVE TO?
Change Management
•
•
•
•
•
Organizational
Role Definition
Governance
Accountability
Funding
WHAT ARE THE ODDS?
Insider Tips
• Reverse Engineering
• Translation & Packaging
• Rollout &
Reinforcement
• Alignment of Metrics
• Tell the Story
WHAT HAVEN’T YOU TOLD ME?
Risk Mitigation
•
•
•
•
•
Executive Support
DO NOT Revert to Form
Golden Thread
Be Politically Aware
Make it FUN!
Transformation 5x5
•
•
•
•
•
WHAT IS IT?
Leadership
Content
Training
Communications
Culture
WHAT ARE THE
ODDS?
• Reverse Engineering
• Translation &
Packaging
• Rollout &
Reinforcement
• Alignment of Metrics
• Tell the Story
•
•
•
•
•
WHO CARES?
Quota Carriers
Sales Manager’s
SME’s
Specialty Sales
CMO
•
•
•
•
•
DO I HAVE TO?
Organizational
Role Definition
Governance
Accountability
Funding
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 Sales Enablement Journey
Organizational Objectives
SALES EXPERIENCE
SALES OPTIMIZATION
SALES AGILITY
The “Art” of Sales
Balance
Operational
Investments by
Creating a
Foundational
Sales Culture
Sales Enablement
Drive
Fundamental
Change to the
Sales Supply
Chain Tied to
Specific Sales
Outcomes
Transformation
Fluidly Adjust
the Sales
Engagement
Model in
Synch with
Market
Conditions
The Sales Enablement Journey
Execution & Deliverables
SALES EXPERIENCE
SALES OPTIMIZATION
The “Art” of Sales
•
•
•
•
•
•
•
•
SALES AGILITY
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 Journey
Transformation Triggers
SALES EXPERIENCE
SALES OPTIMIZATION
The “Art” of Sales
•
•
•
•
•
Improve Sales
Experience
Retain Top Performers
Formalize Leadership
Messaging
Create a Sales Portal
Better Alignment with
Marketing
SALES AGILITY
Transformation
Sales Enablement
•
•
•
•
Competitive Threat
Acquisitions or Merger
Major Product Launch
Go-to-Market
•
•
Transition
Major Initiative
Leadership Transition
•
•
•
Revenue Impact
Demonstrated Success
Innovation Mindset
The Adoption Cycle
Adoption
Phase III
Phase II
Phase I
Status Quo Art of Sales
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.
Enable to Transform
SALES
ENABLEMENT
ADVISORY
www.salescraft.org
info@salescraft.org