Tangible, Sustainable
Sales Productivity Improvement

Our Solutions

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Transformation requires multiple projects with cross functional dependencies and critical path management. Resource requirements can add up to a considerable investment in time and money. Selecting and managing the right partners for your transformation journey can be a daunting task. SPM provides the processes and experience to remove the guesswork from your initiative and reduce your risk of program over-runs and blow-outs.

Once business goals are identified, SPM assists in defining - in behavioural terms - what it means to move into a new paradigm.

With clear vision, successful transformation planning typically encompasses four key areas:

  1. Sales Messaging aligns essential marketing messages to key sales conversations;
  2. Sales processes underpin critical customer interactions and define the skills and abilities required to execute;
  3. Sales Management best practices drive and coach adoption of new selling practices;
  4. Role-based Competencies - derived from behavioral blueprints that target behavioral change - support the overall sales strategy.

sales management development

Delivering any program requires careful consideration of logistics, learning styles, business impact, timing and delivery modes. SPM helps design cost effective, high impact execution programs with mixed mode delivery options. Under guidance, Adoption Plans are developed by sales managers. Tied to readily traceable metrics, they ensure post-training application of new behaviors is driven through to business influence. For greater results, facilitated workshops allow executives to understand overall program impact and to identify and address prioritized barriers.

Ideally, integration of processes into supporting systems is completed prior to sales enablement. SPM provides guidance on global best practices for CRM integration. Execution of rollout plans and ongoing monitoring of sales management’s ownership and drive of the adoption process are a key focus for SPM during this phase.

sales productivity improvement

Tangible, Sustainable, Sales Productivity Improvement requires a streamed approach across different corporate interest groups.

Your approach may vary depending on where you sit in the organization. It may also depend on what existing programs you have. Our goal is to integrate, wherever possible, with existing programs to minimize disruption and maximize ROI.