Blackdot Sales Framework
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Blackdot delivers lessons from bechmark sales organisations to help clients ensure they have the right people in the right roles, have the correct strategies to reach their goals and the best practice management disciplines.
![RUN TO A FIT FOR
PURPOSE ‘HOW WE
SELL AROUND HERE’
FRAMEWORK
RUN EXCEPTION-
FREE SALES
MANAGEMENT
DISCIPLINES
MINIMISE RAMP
UP, MAXIMISE [?] &
ELIMINATE DECLINE
copyright blackdot 2013
Sales Force Transformation –
Lessons from Benchmark Sales Organisations
4 5
GET ORGANISED
(& ALLOCATE
RESOURCES) FOR
SUCCESS
2
SIZE THE PRIZE
& RUTHLESSLY
PRIORITISE
ORGANIC GROWTH
OPPORTUNITIES
3
SALES PROCESS &
ENGAGEMENT MODEL
PIPELINE &
OPPORTUNITY
MANAGEMENT
ENABLING TOOLS &
TECHNOLOGY
MANAGEMENT RHYTHM
COACHING & MANAGING
PERFORMANCE
FORECASTING &
REPORTING
PERFORMANCE &
SUCCESS PROFILING
REWARD &
RECOGNITION
1
What’s the size of your
‘convertible market
opportunity’?
Have you got your best
resources aligned to our
biggest opportunities?
Is your defined sales
process simple & enabling?
Are your sales management
disciplines & rhythm truly
efficient & effective?
Have you got a critical mass
of the right people in the
right roles?
STRATEGIC OBJECTIVES
TARGET MARKET
SEGMENTATION
CUSTOMER VALUE
PROPOSITION
GO-TO-MARKET &
OPERATING MODEL
RESOURCE ALLOCATION
& COVERAGE
ROLE & GOAL CLARITY
SELECTION &
DEVELOPMENT
1
Via …
“Leaders Do the right things”
Benchmark sales organisations …
“Managers Do things right”
STRATEGY OP MODEL PROCESS MGT PEOPLE
Clarity, Belief or
Confidence & Alignment
Reduce cost of sale Repeatable, predictable
results
Focus frontline of highest
yielding sales activity
Critical mass of the right
people in the right roles
hitting the no’s](https://image.slidesharecdn.com/blackdotsalesframework-130924190025-phpapp02/85/blackdot-sales-framework-1-320.jpg)
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Blackdot Sales Framework
- 1. RUN TO A FIT FOR PURPOSE ‘HOW WE SELL AROUND HERE’ FRAMEWORK RUN EXCEPTION- FREE SALES MANAGEMENT DISCIPLINES MINIMISE RAMP UP, MAXIMISE [?] & ELIMINATE DECLINE copyright blackdot 2013 Sales Force Transformation – Lessons from Benchmark Sales Organisations 4 5 GET ORGANISED (& ALLOCATE RESOURCES) FOR SUCCESS 2 SIZE THE PRIZE & RUTHLESSLY PRIORITISE ORGANIC GROWTH OPPORTUNITIES 3 SALES PROCESS & ENGAGEMENT MODEL PIPELINE & OPPORTUNITY MANAGEMENT ENABLING TOOLS & TECHNOLOGY MANAGEMENT RHYTHM COACHING & MANAGING PERFORMANCE FORECASTING & REPORTING PERFORMANCE & SUCCESS PROFILING REWARD & RECOGNITION 1 What’s the size of your ‘convertible market opportunity’? Have you got your best resources aligned to our biggest opportunities? Is your defined sales process simple & enabling? Are your sales management disciplines & rhythm truly efficient & effective? Have you got a critical mass of the right people in the right roles? STRATEGIC OBJECTIVES TARGET MARKET SEGMENTATION CUSTOMER VALUE PROPOSITION GO-TO-MARKET & OPERATING MODEL RESOURCE ALLOCATION & COVERAGE ROLE & GOAL CLARITY SELECTION & DEVELOPMENT 1 Via … “Leaders Do the right things” Benchmark sales organisations … “Managers Do things right” STRATEGY OP MODEL PROCESS MGT PEOPLE Clarity, Belief or Confidence & Alignment Reduce cost of sale Repeatable, predictable results Focus frontline of highest yielding sales activity Critical mass of the right people in the right roles hitting the no’s