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Sales perforamce Roadmap
Phase 1: Mapping the potential
Phase 2: Current performance situation and setting the strategy
Phase 3: Building the roadmap
Phase 4: Implementation and execution
 
 
Sales perforamce Roadmap
 

 

 

Phase 1
By Mapping the performance/potential in your current organization you can (and must) outplace the staff with the lowest performance/potential.


A portion of the cost saving should be allocated to improving the performance of your top potential.
Phase 2
Current performance situation and setting the strategy
The second phase of the Sales Performance Roadmap includes:
Stakeholder interviews to make current situation x-ray
Setting strategic sales objectives.
Identifying "must win" customers/markets
Refining Customer Business Value Proposition
Refining the value chain
Executive kickoff workshop

 

  
Phase 3
Building the roadmap
The third phase of the Sales Performance
Roadmap includes :
Meet a CXO workshop (selling to a real life customer at C-level in the sales laboratory)
Dry run workshop (preparing for the first real life customer call with the business value approach)
Premier in the filed
Phase 4
Implementation and execution
The fourth phase of the Sales Performance
Roadmap includes:
Setting individual sales objectives
Setting the performance review framework
Individual Coaching
Founding the company sales academy
Implementing sales support tools
Recruiting and developing new sales staff