B2B Sales Transformation Checklist

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What's the big idea for change? Whether it's expanded offerings, a new go-to-market approach, or changing your positioning. Here are 14 insights from our veteran DSG sales consultants to make a Sales or Marketing executive's big idea, a success.

Sales

1. Forge a common set of change priorities
among leadership
2. Bring together a cross-functional group to
identify the “key plays”
3. Develop a sales transformation roadmap
of launch events and recurring field
communications

4. Agree on change indicators
5. Build a project plan
6. Gather customer insight content
7. Create conversational tools
8. Compile into just in time, sales ready playbook

9. Bring sales teams and their managers
together for a launch event
10. Focus on live opportunities, allowing for real-
world application
11. Drive immediate implementation through
sales manager coaching

12. Manage to defined leading indicators
of success
13. Gather sales teams to share
success stories
14. Update the playbook content and tools
based on sales insights and lessons learned

DSG helps B2B companies
implement their
“Big Ideas” for Growth
Learn More about DSG

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How is that New Year’s Resolution going? Many people find that without support, it is difficult to keep momentum throughout the year - resulting in a bounty of abandoned resolutions. In over twenty years experience consulting, DSG has seen similar struggles with sustaining sales transformation “big ideas” that come from the C-suite at the beginning of a year or quarter. For instance, having the accountability of a personal trainer is likely to keep a fitness goal on track; otherwise, life gets busy, and things get in the way of even the most well-intentioned resolutions. By the end of January, 1 in 3 people abandon his or her New Year’s Resolutions. If an organization does not create a compressive sales playbook for implementing an executive’s “big idea,” it may fall to the wayside just like a resolution to “eat healthier” or “go the the gym more.” Don’t let that happen with your “big idea” for 2014. We complied insights from our veteran DSG sales consultants with steps for creating a successful sales transformation with your team in 2014. Check out the infographic below and show initiative by passing the Sales Transformation Checklist on to your CMO or VP of Sales.

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