Sales Transformation
Every company finds its own path to money, but all winning sales teams share one thing in common: a willingness to listen to the ground
The world has changed and if you are not paying attention, the tables can turn quickly. Your products, skills and approach can suddenly start becoming less relevant. In today’s new normal, companies and individuals need to reinvent themselves in order to thrive.
That’s where we come in. If you are facing headwinds with your business model and sales function, we have the playbook to make adjustments quickly and smoothly. This is particularly relevant for businesses experiencing significant sales challenges, such as declining revenue, market share loss, or ineffective sales processes. Strategic level changes are essential to set a new direction.
We help you shift the orbit by reorienting your solution footprint to the market demand, plug in the missing pieces, redrawing your Go-to-Money Map, plan resource mobilisation and reframing your value articulation, creating a differentiated path to win. Whether you are a Startup aiming for growth, a System Integrator seeking to adapt, we craft a growth path to help you maximize your potential.
Avoid 6 Common Patterns of Failure
a) Stone Age: Lack of GenAI integration into core sales capabilities
b) Wild West: Inconsistent management of direct sales representatives
c) Guess Work: Lack of insight into the most profitable products and clients. It is costly to confuse opinions with knowledge
d) Low Resolution: Inadequate incentives for sales teams
e) Lost in translation: Poor communication and unclear roles leading to weak team composition and dynamics
f) Channel Conflict: Ineffective channel strategy and execution.
Redesigned solution footprint. New tools and strategies boost year-on-year growth and re-energize the company sales pipeline
Key Focus Areas
a) Optimize how your sales & channel teams operate to drive results.
b) Craft a strategic framework to capitalize on market opportunities.
c) Establish a pricing approach that maximizes profitability.
d) Align your product offerings with market demands & client needs.
e) Design a structure that ensures clarity and accountability
f) Enhance the impact of your marketing initiatives to support sales.
We redesign your product portfolio, train the your salespeople on new technology, and continuously upgrade both.
How We Can Help
A prescription for Sales Transformation and Commercial Excellence
Action-Oriented Approach
Sales Fitness: Keep your techniques relevant and match fit in your unique region, accounts and deals. Recognize that all elements of your commercial engine are interconnected.
Product & Portfolio Reimagine what you offer and how you provide it.
Diagnose Your Situation Accurately
Forming partnerships with us can provide new sales channels, access to new customer bases, or high value deals. Assess in real-time which capabilities are critical and where you can afford to be ‘good enough’.
Know Where to Catch Up
Sales Motions: Use our Sales Co-Pilot program to hunt in pairs. Identify areas where you lag behind industry best practices in your territory, amongst your peers.
Reinvent your offerings based on a complete understanding of your customer's raw need.
Fill In The Gaps
Go-to-Money Effort: Develop a focused plan to address performance gaps before moving on to secondary issues. Stop chasing after every problem you see. Look for problems with deep pockets behind them.
Responsive Offer Management
What It Takes to Win
Focus on the critical. Apply test-and-learn approach to shorten time-to-value. Invest in the interlinked capabilities that are key to your early success. Direct your efforts for maximum impact
We help translate local successes into a broader strategic approach.
Assess the symptoms and the weak and or the missing links on the skills front, input metrics, output metrics being measured
Uncover the problems behind those symptoms from people perspective, sales motion perspective and benchmark
Identify root causes and prescribe action items for all connected activities for Horizon 1, Horizon 2 and Horizon 3 timeline
What to Expect
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Uncover the Root Causes of your Sales Challenges
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Key Areas of Focus
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A Prescription for Commercial Success
Sales leaders can effectively diagnose and mend the gaps in their go-to-money models, setting the stage for sustainable growth and competitive advantage.
Common Pain Points: Symptoms
a) Low value and Low Margin Deals
b) Longer Sales Cycles
c) Lack of Market intelligence (Not enough deal interceptions)
d) Lack of Partner control / Vendor Control / Deal Control
e) Frequent slippages on the forecasted close date.
f) Losing deals at the final stages of sales cycles
Probable Root Causes
a) Solution Footprint is getting outdated.
b) Innovation projects vs Cost Efficiency Projects (Vitamins v Aspirin)
c) Value proposition lacking in relevance
d) Lack of tactical agility. Time to exit your old sales playbook.
e) Not enough access to power. Competing priorities (blind spots) f) Competing with disruptors of tech / contracts
Go-To-Money Map
We start intercepting lucrative opportunities with a select group of high-quality accounts
The Test Drive
Road test the outcome in selected deals or accounts. Test the full cycle for weak, missing links in the chain.
Validate success
Nail it with closed deals before you scale it. Measure in clear terms the business impact.
Partner ecosystem
Partner-fit in terms of readiness and willingness to work. Tech partners, resellers, services, SIs, etc.
Resource Mobilisation
Plan for the full ecosystem necessary for a deal, an account, a territory or a region. Not less than 100%.
Result Tracking
Create an action-oriented control tower for executives to organize & measure ROI for every single AI project.
Fast track Success
Target Winning Before You Walk In: The Guide to Pre-Meeting Preparation for every meeting. Ready to go.
New logo wins
We target well recognized brands or leaders in their market because it's easy to create scale after that.
Turnaround Underperformance
At first glance this may look difficult. But in our experience most companies can fix a pure sales problems with better alignment towards a goal. 80% of the sales problems can be rectified with a quarter by simply better aligning the effort.
Team Composition
We create a custom plays accounting for the team, skill and will, the dynamics and tactical agility
Sales Co-Pilot (™)
Feet on street for Revenue Generation. We deploy special forces in specific regions or accounts.