Assessments
Sales Success’ Framework:
When reps know what they are talking about, they win deals. When the full field is on-message, it wins markets. Scaling quality conversations can be done — but it takes expertise and discipline. I’ve seen field productivity increase 60% in a single year when done right (framework below).
Anatomy of a Sales Playbook:
Tooling field leadership and the field to sell well means both preparing them to succeed and giving them the right plays and tools to win at the territory, account, deal, team and relationship levels.
‘Organizational Sales Readiness’ Assessment - Detail:
There are 11 key organizational impediments to sales success. The assessment below is a great way to identify where your organization needs to focus to win its category.
Organizational Sales Readiness Assessment - Dashboard:
Focusing the sales team on what it takes to win business is not enough. Every department needs to have a field focus if your company wants to win its category. The sales readiness dashboard below has been a successful tool for CEOs that are building sales-ready organizations.
Revenue Operations Model:
To win your category, it is critical to both sell better and sell faster. Investing in enablement without operations won’t give you enough ‘at-bats’. Investing in operations without enablement will ruin your win rate and lock you out of accounts where your field team wasted customer time with low-value interactions.
Field-Readiness Assessment:
Knowing what needs to be prioritized to increase field productivity is the key to continually improving your organizations selling capabilities. This assessment generates the short list of prioritization options for discussion and investment.