CHANNEL DESIGN SPRINT
Redesign Your Selling Channels to Improve Coverage, Control, Customer Experience and Cost to Sell
Remote selling has become the “next normal’ in the wake of the coronavirus pandemic as 4 Billion people worldwide – including employees, salespeople, clients, and consumers – are being forced to remain at home. Few organizations were prepared for this scale of employee. Sales productivity has declined by 20% in the wake of the pandemic as organizations are getting get less coverage and control from their sales reps while costs rise and the “digital” customer experience erodes.
Every B2B selling organization can get 50% higher engagement, speed of response and productivity from their sales reps at lower costs by incorporating a virtual selling capabilities and roles into their commercial model. The expert faculty of the Revenue Enablement Institute offers a channel design sprint to teach sales leaders how to redesign their systems, incentives, skills, and structures to dramatically improve coverage, control, customer experience and the cost of sales by adding and enabling Virtual AEs into the commercial model. A channel design sprint is a highly collaborative education and strategy exercise that helps sales leadership teams understand, quantify, and agree upon how to adapt their unique selling models to succeed in this new buying reality.
By the end of the sprint, the entire sales leadership team will have clarity on the five actions every sales leader most take to improve remote sales productivity and drive growth in the new market reality:
- Where do I focus to double down on the most important relationships, activities, and opportunities?
- How do we stop flying blind by getting better visibility into seller activity and buyer engagement?
- What plays do we need to modify and develop to adapt to digital selling and buying?
- How can we get faster by accelerating communication flow and response?
- What tools do our sellers need to be effective in the new buying reality?
The ultimate goal of a design sprint is to gain agreement across your leadership team and clear line of sight on practical ways to improve sales performance at lower costs by incorporating a virtual AE function into their go-to-market model.
Download an overview of how our expert faculty can help you design a virtually enabled channel that improves coverage, control, cost and the customer experience of your sales model – Download>
Contact us to learn more about conducting a a channel design sprint with your organization – Contact Us>
Read about our latest research on ways you can improve the visibility, speed, engagement, and productivity of virtual sales reps – Access Research>