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PLANDAY (Proposal ((If you are going to target much larger enterprise you…
PLANDAY
Proposal
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Redefining your sales process to be one of genuine Value First. This will also reduce any current reliance on Dems or Webinars, especially at the front end of the sale
Along with this you have to re-invent your value propositions (probably specific to each vertical you want to attack).
Create an HJA (Human Job Analysis) to be clear as to the personal attributes required to succeed in both the SDR and Sales person perspective. This is also allow you to decide whom, if any, from the current squad you wish to transition.
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Identify from current squad or new intake who your pathfinding leaders might be and who might be future leaders.
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If you are going to target much larger enterprise you need to build a clear customer adoption path. Whilst the current team are strong at converting in bound, making an outbound sale to enterprise is almost certainly require POC based selling, even if its rudimentary, and this will feel counter-intuitive initially
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Management training to be able to run a high tempo outbound sales team with the high and sustainable cadence
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Challenges
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RECRUITMENT :<3:
Turnover will be higher (their choice or yours) Therefore managers will have to include recruitment as a key part of their role. Recruiting for a different skill set
In Outbound, loss of sales people has effect of cutting off flow. Others will not pick up the slack
In inbound, if you lose people, you still have leads to cover and others can pick up quite a lot of slack. You can triage the leads - either way, don't lose significant revenues
Sales Process :<3:
We will need to define how far down the qualification process we want reps to go. I won't know until we have designed the end-to-end sales process
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Performance managemen t :<3: is different - need to use KPI performance to identify potential fractures and fast fixes
More potential fracture points, therefore the managers need to be more skilled
Management
Cherry pick :<3: a few strong personalities to lead the squad from current team. They may not b e current managers
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Sales Process (2)
Your product doesn't necessarily have a defined Point of Ingress. Because you don't have a competitor, you don't have buyers
For inbound, this often doesn't matter because marketing find the opening and contact is automatically made in approximately the right place
Outbound, this may not be known so you're looking for the GAD :star: