Adoption Plan – We have defined the adoption plan down to the individual rep/manager level. This includes considerations around compensation, time, cadence, WIIFM, etc. The result is satisfactory levels of adoption. Field Testing Plan – We have utilized a field testing plan. As a result we know our sales process (or changes to our sales process) will produce the desired results. Sales Process Certification & Gamification Process – We have defined a process for certifying the sales team knows how to use the sales process and have motivated the team to use it through gamification. Sales Manager Coaching Playbook – We have defined a sales manager coaching process that helps the reps execute the sales process in the job. We have equipped the sales management team with a step by step playbook that helps them execute our coaching cadence. Yes No Org Checklist Criteria Buyer Channel Preference – We know, and have validated, which sales channels our buyers want to engage with. Channel Coverage Model – We have adequate coverage across the sales channels that our buyers prefer. Competitive Channel Analysis – We know which channels our competitors utilize and the success they have with each. Org Chart Stress Test – We have stress tested our org chart. We know where it is strong and where there are weaknesses. RACI – We have defined the responsibilities for each of our sales roles. For each of our core processes, it is clear who should do what when. Accurate Org Chart – Our org chart is up to date and accurate. It reflects the current state of our sales team. Top Down Headcount Model – One way we plan headcount is using a top down approach. We take the overall sales goal and determine what each individual resource needs to produce. Bottoms Up Headcount Model – One way we plan headcount is using a bottoms up approach. We take the production of each individual sales resource and aggregate it against the overall sales goal.
Adoption Plan – We have defined the adoption plan down to the individual rep/manager level. This includes considerations around compensation, time, cadence, WIIFM, etc. The result is satisfactory levels of adoption. Field Testing Plan – We have utilized a field testing plan. As a result we know our sales process (or changes to our sales process) will produce the desired results. Sales Process Certification & Gamification Process – We have defined a process for certifying the sales team knows how to use the sales process and have motivated the team to use it through gamification. Sales Manager Coaching Playbook – We have defined a sales manager coaching process that helps the reps execute the sales process in the job. We have equipped the sales management team with a step by step playbook that helps them execute our coaching cadence. Yes No Org Checklist Criteria Buyer Channel Preference – We know, and have validated, which sales channels our buyers want to engage with. Channel Coverage Model – We have adequate coverage across the sales channels that our buyers prefer. Competitive Channel Analysis – We know which channels our competitors utilize and the success they have with each. Org Chart Stress Test – We have stress tested our org chart. We know where it is strong and where there are weaknesses. RACI – We have defined the responsibilities for each of our sales roles. For each of our core processes, it is clear who should do what when. Accurate Org Chart – Our org chart is up to date and accurate. It reflects the current state of our sales team. Top Down Headcount Model – One way we plan headcount is using a top down approach. We take the overall sales goal and determine what each individual resource needs to produce. Bottoms Up Headcount Model – One way we plan headcount is using a bottoms up approach. We take the production of each individual sales resource and aggregate it against the overall sales goal.
Winning_Sales_Strategy_Checklist-1.docx