How To Transform Your Sales Organization
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Sales Ops
Your Sales Operations must be positioned to drive one thing in the digital economy- predictable and profitable growth. While the the current digital era is reinventing the startup and large enterprises, many sales organizations have lagged behind.
Fortunately, some of top sales organizations we’ve worked with are reporting expected or even better results from our digital transformation strategies, now have a deeper understanding of the digitalization of their sales operations.
Part of this change is a result of the customers expectations—who are now demanding human centered experiences, brand intimacy, including personalization, speed, and value-based outcomes.
How do we know this? We are constantly diagnosing the experiences customers expect in the current market, how sales organizations are being impacted, and how sales leaders are responding. We found today’s customers seek remarkable experiences that deliver:
Personalization, including one-to-one interactions and offerings
Speed, by delivering effortless buying journeys and enabling self-service
Outcomes, from solving problems through partnership to delivering on promises to realize value
Here are Five steps to transform and deliver the right customer experience:
Sales Strategy and Sales Playbook Development. The playbook will serve as your strategic document that determines how your company will grow sales and prosper. The focus here should be on Transforming your sales force in record time to bring in predictable and profitable growth.
Reimagine the buying journey. Imagine the pre-purchase to purchase to post-purchase from the lens of customer experience and seek out what matters to them the most. By identifying the right customers to target through these stages will give you a better understanding of their unique buying processes. Once you put yourself in the role of the customer and the seller, you can then design one-to-one personalized experiences that make those efforts easier to navigate.
Connect your commerce channels. Unify the seller experience both internally and across channels to improve the experiences of customers. By making it easier for sales reps to navigate complicated buying processes reduces the administrative burden, improves speed and ease for critical points of the selling process.
Double down on data analytics. You will need to collect and deliver better insights and embed them directly within the sales process. Being able to integrate insights into decision-making at speed can boost your customer insights, partner insights, sales planning, and deal analytics.
Up-Skill your sales Team to be more strategic, data-driven and agile. Having quarterly sales training workshops will transform your sales organization’s performance. Bringing in High-Touch training consultants with real world sales strategies and tactics will be needed since the customer and markets are constantly shifting so quickly. To become that high-growth company, you will need to invest in training your salespeople on the process to educate both your channel partners and customers about the products and procedures to ensure everyone is achieving success along the journey.
REMEMBER
Successful organizations don’t just build great products and services- they enable customers to buy them easily- again and again and refer them to others. Today’s sales organizations operate in an environment that poses new challenges, but that environment also presents many opportunities. Continuous training, new tools, technologies, and techniques offer great possibilities for increasing sales reach, decreasing sales cost, and driving differentiated experiences.
CULTURESPARQ crafts the customer experience that’s human-centered and future-ready to help you transform your sales organizations and better equip them to serve today’s customers. Let’s hop on a call!