SALES 360 DEPLOYMENT MODEL
Strategy
Purpose & Culture
Functions
Levels
Aspirations
Excellence
Profit
Growth
Structure
Customer Value Proposition Product-Service
QUALITY
Business process Sales Process
Business process Sales Process
FOCUS SEGMENTS
Benchmark Best In Class
People
Service Continuum
Benchmarks and KRAs, Service tools, training, motivation, roles, processes, execution, job specification and profiles.
Benchmarks and KRAs, Service tools, training, motivation, roles, processes, execution, job specification and profiles.
Execution
Time and Role Pollution
Information and tools
Sales Strategy Development Four Key Business Drivers
1. Strategy
- Purpose
- Functional
- Role
- Culture & Aspiration
- Market mapping-Service standards are compared across segments
- Value Proposition
- Distributor
- Customer
- Employee
- Competition mapping
- Focus segments
- Profit
- Influencer
- Key pincodes
- Key Goals
2. Structure
- Sales Process
- Find
- Acquire
- Serve
- Grow
- Organisation design
- Segment and channel strategy
- Category
- Modern trade
- Competition benchmarks
- Financial structuring
3. People
- Frontiers of excellence
- Role maps
- Competence mapping
- Job specifications (customer profile matching)
- Hiring specifications
- Sales hiring?
- Service hiring?
- Skill hiring?
- Engagement matrix
- Training and Career path
4. Execution
- Motivation
- Information
- Performance systems
- Technology
- IT Systems
- Mobile
- Web
