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Go-to-market strategy

With ongoing change, you may be facing a gap in your ability to convert strategic priorities into a clear sales strategy and action plan for profitable growth.

We help in three key areas:

1. Segmenting markets and customers:

• Identifying and prioritizing segments and buyers that have a high need for your offer
• Locating and profiling the demand by geography, industry, and company size
• Identifying specific market opportunity
• Organizing around customer segments to allow a blueprint for your channel strategy

2. Segmenting products and services:

• Matching products and services to customer segments
• Identifying selling motions you need for each account
• Pinpointing the capabilities your team need to sell products and services into certain accounts

3. Defining sales strategy:

• Setting out the plan to meet your overall growth goals. This includes account acquisition, growth, and retention.
• Defining plans and accountabilities for meeting your targets
• Evaluating the length and duration of your selling process

Operating model and structure

With changing buyer behavior and new go-to-market priorities, your current sales structure may need to be redesigned to drive results more effectively.

We help in three key areas:

1. Defining the buyer journey and your sales process:

• Outlining the journey that buyers want to take – along the whole sales cycle
• Aligning your sales and service resources to meet buyers where they are in their journey
• Documenting the sales process you need for maximum client impact

2. Identifying the model for your sales channels and coverage:

• Understanding which channels are needed to deliver your revenue goals
• Organizing the most appropriate sales and support resources based on the customer buying process and needs
• Deploying your best and most qualified resources to the highest revenue potential areas

3. Designing the right structure for your sales organization:

• Designing the operating model that will be used to sell, serve, and support accounts
• Defining the structure and reporting relationships for your sales and sales support roles
• Developing a flexible organization around the customer and their needs

 Sales performance and productivity

To execute against your sales strategy, you need best-in-class quota setting together with performance management and the right sales compensation program.

We help in three key areas:

1.Sales targets and quotas:

• Setting appropriate targets to provide the highest level of focus and motivation for your sales force

2. Metrics and performance management:

• Measuring the ongoing effectiveness of your targets and quotas plan in case course corrections are needed

3. Sales compensation and rewards:

• Developing simple and transparent sales compensation plans that define the day-to-day focus for your salespeople
• Forecasts
• Strategic Marketing Support
• Facilitator
• HR and Management Reporting