Where are you on the journey to sales excellence?
Companies are investing hugely in an effort to improve sales performance. Growth is a strategic issue, and competitive advantage a big concern.
We hear from sales leaders, boards and CEO’s, that they are increasingly concerned about the underperformance of sales against expectations. Investments in improvement tools are not delivering the results they expected. Sound familiar?
Sometimes, the answer lies in the poor execution of a great plan. Other times, teams have done an amazing job, but unfortunately their efforts have been focused on solving the wrong issues.
In both cases, the outcome is the same. Results are not improving in line with expectations. The cause is also common, a lack of detailed data driving decision making on the areas of focus.
How sure are you about the reasons for failing sales initiatives?
A 4 stage sales transformation journey for your business.
Your results are below expectations, but you don’t know the reasons WHY. You need answers .
You know why change is important, but you don’t know WHAT needs to be done to make things better.
You have developed a plan for change, but you are unsure about HOW to implement this successfully.
You made some changes, but you’re struggling to make the changes stick and things are going back to old habits.
In this diagnostic stage, get answers to your questions related to sales and revenue performance. Can you grow, by how much and how can this be achieved?
Use the world’s leading sales force evaluation to capture data related to your current situation, complemented by our consultancy discussions and proven frameworks for B2B sales success.
Here you will build a clear picture of your strengths, weaknesses and opportunities – identifying the right problems to solve as a foundation for improvement.
Outside In is a certified as a partner of Objective Management Group’s evaluation tools. In 2021 the tools were awarded the best sales evaluation tool for the 10th consecutive year.
We can provide the data you need to make better decisions on the way forward for your company.
You know now why you are struggling, but you’re not sure WHAT to improve.
Armed with detailed findings from the sales force evaluation, you will now be able to prioritise the most important issues holding your company back.
We will help you to identify the important competencies for each of your sales and sales management roles. You can use the data to build an effective sales talent strategy, plan improvements to your Go-To-Market specific processes, tools and systems.
In this workshop with key stakeholders, you will engage your team on the plan required to improve performance.
You have a plan for what needs to be fixed in your sales organisation. At the IMPROVE stage, it’s time to implement change.
We will work alongside your team to make the changes necessary; sharing proven processes, tools, training, models and methodology to accelerate the changes you seek.
Sales teams are critical to whether your business wins or loses. Help them to develop new skills – more consultative, understand customer value and differentiate your company against the competition. Support your sales managers too, as the most important change agents in your team, to balance conflicting priorities and to increase coaching. Find the right talent for your team too, as you hire to grow.
Do you have the change skills to reduce the risk of change and accelerate results?
Having changed, you must ensure that your improvements to stick, or what’s the point.
There is little point in going through the pain of change if your successes are short-lived.
We can support you with tools, apps and services to reinforce the changes to your talent strategy in the sales organisation.
Build new processes, and embed simple to use tools for users, into your business to ensure that the improvements are sustained. Reinforce learning and priorities to keep the team focused on the fundamentals of sales success. This is especially true in the sales management processes you adopt to review, coach and manage performance.
How will you reinforce and embed the changes into business as usual activities and make them stick?
Do you posses the experience to manage sales transformation risk?
Outside In were able to accelerate our adoption of the core building blocks for sales performance.
According to the Harvard Business Review and McKinsey & Co research, as many as 70 percent of all change initiatives fail.
Why? It’s not often a lack of effort, or lack of thought that causes failure. Often projects fail because they are completed in a way that failed to sustain improvements going forward.
You can reduce the risk of a failed initiative by adding sales transformation experience to your team. Use the ‘hard knocks’ experience of other companies in your situation and learn from their failures and successes. Take experiences to inform your decision making on the sales transformation project.
Shorten the time it takes you to deliver your improvements, and lower the risk of not landing this initiative first time. Win, win.