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Seasons of Growth - MassTLC · PDF file Seasons of Growth Author: Rachel Clapp Miller Created Date: 11/5/2018 10:18:22 AM

Jun 28, 2020

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  • Seasons of Growth How to Prepare and Position Your Company for Success

    John Kaplan | October 26, 2018

  • Confidential | ©2003-2018 Force Management | 2

    Key Topics • Growth Challenges

    • Sales Effectiveness and Growth Stages

    • Leadership Best Practices for Growth

  • Seasons of Growth

  • HUNTERS ZOOLOGISTS

    Knows the Target Knows the Map

  • 5Confidential | ©2003-2018 Force Management |

    Common Growth Challenges

    Inside Sales to Field

    Direct to Channel

    Delivery to Cloud

    Landing and Can’t Expand

    Perpetual to Subscription

    Growth Decision

    Points

  • 6Confidential | ©2003-2018 Force Management |

    The Force Management Point-of-View

    Customer Engagement

    Sales

    Message

    Articulating Value & Differentiation

    Sales

    Process Qualifying, Advancing, and

    Closing Opportunities

    Management Operating Rhythm

    Sales

    Planning

    Maximizing Revenue in Territories & Accounts

    Sales

    Talent Selecting, On-Boarding, and

    Retaining Top Performers

    The Company & Sales Leadership

    Inside Sales & Support Teams

    Field Sales & Support Teams

    Channel & Distribution Teams

    The Buyers

  • Right Message

    Standardize Sales Process and Talent

    Scale and Drive the Business

    Startup

    Foundation

    Expansion

    Translate Vision to the Sales Conversation

    Right People Doing the Right Things

    Right Priorities

    Sales Growth Stages

  • Leading Through Growth

  • Confidential | ©2003-2018 Force Management | 9

    Manage the Tension

    Deals vs. Process

  • Confidential | ©2003-2018 Force Management | 10

    Extreme Ownership

    You Have to Do the Work Make the Why a Priority

  • 11Confidential | ©2003-2018 Force Management |

    Assess Your Sales Organization

    Sales Messaging Sales and Management Planning

    • Does your sales process align to your customer buying stages?

    • Do your sales teams understand the qualified activity needed by sales stage and by role?

    • Are there customer verifiable outcomes defined for each sales stage?

    • Is there company-wide clarity on the qualification criteria?

    Sales Process

    • Is there clarity on how to build pipeline and what an ideal customer is?

    • What % of your reps are hitting quarterly and annual quotas?

    • How efficiently are key accounts covered? (user and non-user)

    • How accurately are you forecasting our business?

    • What problems do you solve?

    • How do you solve those problems?

    • How do you do it differently or better than the competition?

    • Where have you done it before?

    Sales Talent • Is there clarity on what success looks like in each role?

    • Why have you hired the wrong people in the past?

    • Why do you lose key talent?

    • Why would someone want to work in your company?

  • Confidential | ©2003-2018 Force Management | 12

    What You Do

    MATTERS

  • Leading Through Growth: Lessons from the Experts

    Alison Elworthy VP of Customer Success

    HubSpot

    Brian Ahern Chairman and CEO

    Threat Stack

    Kara Gilbert Chief People Officer

    Turbonomic

    Mike McGuinness EVP of Sales

    Veracode

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