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The SalesCraft Community
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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
