Turn Your Sales Team into a Growth Machine
SalesAlignment is the key to sustainable double-digit growth. NuTerra Strategies’ SalesAlignment Program is a comprehensive solution that designs and implements a highly focused and efficient sales organization aligned to the company’s overall strategy.
Why Do Sales Teams Struggle? Weak Alignment.
Weak alignment is the number one reason why a sales organization fails to meet expectations—to varying degrees members of the team are failing to execute the strategy management has established. This is typically caused by a lack of a sales process that is linked to management’s strategy. We call this the “Execution Gap”. The sales team is failing to execute management’s strategy.
NuTerra Strategies’ SalesAlignment Program gets everyone executing management’s strategy, creating a sales organization that consistently produces the highest ROI on a company’s sales investment.
A Four Phase Approach
The SalesAlignment Program consists of four phases: Assessment, Sales Organization Design, Implementation and Measurement.
Assessment
The initial phase of work is an assessment that analyzes a company’s current sales alignment. We examine how each sales team member is executing your strategy along five key metrics:
We also examine to what extent the sales team is employing the six key components required for achieving maximum ROI in sales. It reveals the gaps—what’s missing--in the current structure. When these six components are aligned with a company’s strategy, the company’s sales investment ratio is optimized (sales cost vs. revenue).
Sales Organization Design
During this phase, we use the assessment findings and the company’s strategy to design a fully aligned sales structure to attain maximum ROI on the sales investment. It includes the following:
- Process design
- Lead generation
- Pipeline management
- Proposal development
- Sales fulfillment
- Customer service
- Targeting profiles
- Channel ROI profile and ranking
- Market ROI profile and ranking
- Customer ROI profile and ranking
- Tool recommendations
- Sales ready messaging
- Marketing communications
- Prospecting database
- CRM recommendations
- Staffing assessment and recommendations
Implementation
Once the optimal sales organization has been designed, then the new programs must be implemented. Many companies have the internal resources to fully implement a new sales program, while just as many others operate leaner and lack these internal resources. They find it valuable to turn to NuTerra Strategies for this work.
- Staff – We take an active role in repositioning, retasking and recruiting (where needed) the sales staff.
- Tools – During this phase we take the recommendations presented and implement them.
- Sales Ready Messaging – We take the sales ready messaging platform recommended in the prior phase and fully develop all sales ready messaging so the sales team can perform the following:
- Conduct targeted conversations
- Ask diagnostic questions
- Relay relevant usage scenarios
- Marketing Communications – We recommend the appropriate agency and act as facilitator for that firm to design and execute the marcomm program needed to support the sales organization and Marcus’ strategy.
- Prospect Database – We assist Marcus in setting up the database and integrating it into the CRM software.
- Training – The key focus of this phase is on training sessions for the team. Training is the most critical element that determines the success of a sales organization. Training is provided for the following key areas of the progam:
- Sales Structure
- Processes
- Tools
- Skills
All of the training will consist of the following:
- Training Session(s) – The sessions are conducted by a NuTerra Strategies specialist at the Marcus office and scheduled to accommodate the work day demands of the team.
- Training Workbook – Each session will have a workbook that contains all the training material and provides areas for participants to take notes.
- Continuous Education – Follow-up reviews and additional training is a critical component to successful adoption of a new program. We will conduct periodic follow-up reviews to ensure the team has fully adopted all elements of the program.
Measurement
Once the program is fully implemented and functioning, it is critical to measure the success of the program. NuTerra Strategies offers a “trailing 12-month key indicators” monitoring and reporting tool that many companies find very helpful in measuring the ROI of their sales investment. The tool compares a company’s current sales performance, based on key indicators, against the same period 12 months earlier on a month by month basis.
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