Getting to know you
The Sales System Review
Every organisation has a sales system. How well it is optimised will determine your level of performance. The Sales System Review looks at the individual elements of the sales system to establish where you are strong and where you need development.
This is a baseline. To understand where your sales system is today, where to begin strengthening it, and whether it can deliver the objectives you have set for the year ahead.
- 1The assessment. We invite people in the sales organisation and those in relevant connected roles to complete an assessment on your sales system.
- 2Your data. Understanding what you measure, how it is measured, and what that tells us about the opportunities to optimise your sales system sets the platform for any further development work.
- 3Interviews. Interviewing a representative sample group of people from the sales team allows us to understand the different perspectives on how you operate.
The Capability-to-Results Map
Built during the Sales System Review. The core document for your sellers, new and existing, and the shared language they sell with. The spine for conversation, and a common understanding of what your business does through the lens of the customer. Reviewable over time.
- 1Your clients. Who they are, by segment and by type, and what they use you for.
- 2The Issues you solve for them. Each Issue, how it affects them, and where it is felt most.
- 3Your value proposition. What you solve, and the outcomes you create for the client.
- 4Decision maker archetypes. Who plays which role in a buying decision.
- 5Your competition. An analysis of the alternatives a buyer may consider, including the cost of doing nothing.
Commercial terms