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Is your sales operating model enabling your salespeople to succeed, or limiting their potential?
Facing wholesale changes in customer behaviour as well as top and bottom line pressure, many organisations must reinvent their sales operating model to deliver a more customer-centric and cost-efficient buyer interaction. However even before launching new transformation initiatives, organisational turbulence and the ensuing role and goal diffusion this creates are frequently stifling sales productivity. Navigating transformation, whilst simultaneously creating enhanced capacity and focus for sales to be effective, is an exceedingly difficult balance.
Blackdot can help you create a best practice sales operating model that is fit-for-purpose for your customer environment. By delivering more effective resource alignment, absolute role clarity and enhanced productivity, we can set up your sales force to deliver the strategy and hit the number in today’s changing buyer environment.
Ensure the right people are aligned to the opportunities that will optimise sales results & the customer experience
Optimise the mix of specialist vs generalist and face-to-face vs inside sales roles to facilitate effective & efficient customer interactions
Adapt sales to operate effectively in a multi-channel environment & deliver the level of insight & value today’s buyer expects
Crystallise key measures of success & KPIs by role type, minimising goal diffusion & maximising the effectiveness of each individual
Remove the ‘noise’ from your operating model, increase effective selling time & remove low-value, non-sales activity
Design a more scalable & lower cost sales operating model without diminishing effectiveness or the customer experience
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Building the capabilities of Frontline and Second-line Sales Managers to thrive in a customer-centric, digitally enabled world