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Let’s Talk Transformation

The SalesCraft Advisorywww.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!

WHAT IS IT?•Leadership•Content•Training•Communications•Culture

Transformation 5x5

WHAT ARE THE ODDS?

•Reverse Engineering•Translation & Packaging•Rollout & Reinforcement•Alignment of Metrics•Tell the Story

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

WHAT HAVEN’T YOU TOLD ME?•Executive Support•DO NOT Revert to Form•Golden Thread•Be Politically Aware•Make it FUN!

DO I HAVE TO?•Organizational•Role Definition•Governance•Accountability•Funding

DO I HAVE TO?•Organizational•Role Definition•Governance•Accountability•Funding

The Role of Technology

The Sales Enablement Journey

SALES EXPERIENCESALES EXPERIENCE

SALES OPTIMIZATIONSALES AGILITY

Transformation Sales EnablementThe “Art” of Sales

Drive Fundamental Change to the Sales Supply Chain Tied to Specific Sales

Outcomes

Balance Operational

Investments by Creating a

Foundational Sales Culture

Fluidly Adjust the Sales

Engagement Model in

Synch with Market

Conditions

Organizational Objectives

The Sales Enablement Journey

SALES EXPERIENCESALES EXPERIENCE

SALES OPTIMIZATIONSALES AGILITY

TransformationSales EnablementThe “Art” of Sales

• Kickoff Tied to

Enablement

• Benchmark Skills

• Engagement-Based

Learning

• Translate & Package

Premium Content by

Sales Stage

• Introduce Governance

Models & Certification

• Enablement Leader in

Place

• Leadership Programs

• Communications

Framework

• Technology Platform

• Sales Tools

• Partner with SME’s

• Pilot SE Initiatives

• Sales Culture Defined

• Enablement Team

Informal

• Integrate LMS

• SE Dashboards at All

Levels

• Defined Processes,

Handoffs & SLA’s

• Content Strategy in

Place

• Established

Curriculums

Execution & Deliverables

The Sales Enablement Journey

SALES EXPERIENCESALES EXPERIENCE

SALES OPTIMIZATIONSALES AGILITY

TransformationSales EnablementThe “Art” of Sales

• Competitive Threat

• Acquisitions or Merger

• Major Product Launch

• Go-to-Market

Transition

• Major Initiative

• Leadership Transition

• Improve Sales

Experience

• Retain Top Performers

• Formalize Leadership

Messaging

• Create a Sales Portal

• Better Alignment with

Marketing

• Revenue Impact

• Demonstrated Success

• Innovation Mindset

Transformation Triggers

Ad

op

tio

n

Time

Phase I

Phase II

Phase III

Status Quo Art of Sales Sales Enablement Transformation

• 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.

The Adoption Cycle

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SALESENABLEMENTADVISORY

Enable to Transform