1. Analyze Your Current State
What are you currently experiencing that is causing the need for additional resources to improve your sales team? Here are a few that typically create the need for an outside partner.
- Need to hire more people quickly
- Sales reps not getting high enough in customer conversations
- Loss of too many deals late in the sales cycle
- Resorting to selling on price rather than value
- Can’t accurately predict revenue
- Aggressive growth goals
When you identify the problems you’re trying to fix, it will become much easier for you to nail down your solution. Whether you hire an outside consultant or determine to undergo the initiative internally, it will be much easier to lead the initiative if you have a clear understanding of what problems you are trying to solve.
2. Determine the Desired Outcomes
Launching a sales initiative also requires a keen focus on what you want to achieve. Do you need a X% in first calls? Do you need time-to- productivity cut in half? Do you need to reduce churn by 10%?
Make a bulleted list of your desired outcomes and the metrics you are going to use to measure success. Defining these in advance will help you determine the solution that’s right for you.
3. Assess the Internal Alignment Needed for Success
At times, it’s relatively easy to say we need our reps getting higher in prospect organizations, but it’s a bit more difficult to assess the reason why they may not be having those conversations. Are your marketing messages speaking to the C-suite? Are your salespeople bringing in product engineers too early in the conversation?
Organizations that succeed with sales transformation are able to align a company, cross-functionally, with executing the business strategy at the point of sale. A quick way to determine the alignment of your company is to ask key leaders these four essential questions:
- What problems do you solve?
- How specifically do you solve those problem?
- How do you do it differently or better than the competition?
- What’s your proof?
If you get consistent responses, you likely have the alignment necessary to truly enable your reps. If the answers are diverse, you likely need a solution that’s going to first align your company with the what, and then take on providing your reps with the how.