Sales Operating Model

Establishing effective processes to provide structure to critical elements of sales operations brings predictability, consistency and measurable sales improvement. We provide consultancy and proven methodologies in three key areas, all of which underpin the success of any sales organisation.
Sales Operations
Sales Process Definition
A standard, repeatable sales process from prospecting through to customer retention enables effective training needs analysis, facilitates sales management and brings control and predictability to your sales organization. It is key to effective use of technology such as CRM and can be moulded and defined in a way that fits the desired customer experience.
Sales Channel Design & Organisational Development
With B2B omnichannel sales now expected as standard post-pandemic*, sales channel design and a technology enabled customer experience are more critical than ever.  We will work you to help you understand the sales channel mix that your customers want and build a plan to help you transition to your new sales operating model. *SOURCE : Mckinsey Pulse Decision Maker Survey Feb ’21 n=3,489
Sales Planning, Lead Generation and Opportunity Management
Knowing that your sales team is spending their time in front of the right customers, at the right time focused on the right opportunities is fundamental to delivering target returns on your cost of sales. Often even some of the most talented sales people struggle with structuring their time effectively and this impacts their performance. Also, performance of those less talented can benefit significantly from being well organized and knowing where they should spend their time to be most effective. We help our clients to establish robust planning and review cycles to ensure that the sales pipeline is managed with focus and discipline.
Target Setting and Incentives
Setting the right budgets by sector, by territory and by individual ensures the sales team is focused on the right things and is supporting the overall financial and business objectives of the organization. This can be a confusing and subjective process causing friction between sales team and sales leader, sales leader and senior leaders. Utilising internal data such as past sales performance and external data such as industry trends and competitor activity helps to remove some of this subjectivity making the end result motivational for individuals and aligned with business strategy.