Sales Performance Management Solutions
The problem: Changing customer behavior, shifts to cloud based solutions, and the mainstream adoption of remote/digital selling have dramatically changed the core assumptions underlying sales coverage, quotas, emphasis and incentives. Sales operations leaders that fail update their commercial architecture to take advantage of the new economics of selling will suffer higher selling costs, coverage gaps and put their growth plans at risk.
Growth leaders are reconfiguring their go-to-market strategies and sales force design and territory and quota plans to reflect changes in customer behavior and treatment models, the impact of enablement technologies, and the need to focus on customer lifetime value. In parallel, operations teams must make changes to the underlying workload, engagement, role, and productivity assumptions that make up territory definitions and individual quota assignments. The sum of all these changes can add up to significant improvements in short term sales performance and long term growth. A properly designed and optimized commercial architecture can contribute five to ten points of profit contribution to the bottom line in the short term, or if reinvested, can improve long term growth prospects by over 50%.
How we can help: The Faculty of the Revenue Enablement Institute can audit your sales force design and go-to-market architecture to estimate the potential to unlock more revenue and margin growth by re-calibrating coverage, selling roles, account priorities, product emphasis, the mix of engagement, and deployment of your revenue teams. Making several small changes to product focus, calling patterns, customer priorities and sales roles can add up to big changes in revenue contribution, profit contribution and quota attainment.
Read the Data-Driven Sales Resource Allocation report and learn practical ways to generate more value from your investments in technology, data and content assets.
Our expert faculty can audit your sales force design and go-to-market architecture to estimate the potential to unlock more revenue and margin growth by re-calibrating coverage, selling roles, account priorities, product emphasis, the mix of engagement, and deployment of your revenue teams.
Sales operations and territory leaders can explore the potential of different scenarios for allocating time, effort, and investment in their territories using business simulation software to refine their territory designs and fine tune their customer, product, and activity priorities. The Competitive Market Driven Strategies Program uses business simulations accelerate learning, build team skills, and achieve consensus through hands on experimentation and iterative real-world learning.