Insights, page 15
A practitioner library on targeting, qualification, deal progression, stakeholder work, manager coaching and methodology adoption.
Go-to-Market Planning: Customers, Offer and Execution
Build a go-to-market plan around target customers, the offer and a route to market. Agree how sales and marketing will turn the choices into…
30-60-90-Day Sales Plan: Goals and Onboarding
Create a 30-60-90-day sales plan with learning, activity and performance goals for each phase. Agree the support and reviews a new salesperson will need.
B2B Upselling: Customer Fit and Account Timing
Identify B2B upselling opportunities through customer needs and current product use. Check fit and timing before proposing a larger or more capable option.
Account Management Strategy: Planning and Reviews
Build an account management strategy around customer priorities, relationships and agreed actions. Review the plan regularly and keep responsibilities clear.
Sales Process Optimisation: Finding and Testing Changes
Review a sales process for unclear stages, weak handoffs and avoidable delays. Use data and observed work to choose changes and assess whether they…
Sales Incentive Plan: Design, Rules and Implementation
Design a sales incentive plan with clear objectives, measures and payout rules. Test how it works in different scenarios and explain it before launch.
Sales Territory Planning: Models, Data and Coverage
Plan sales territories using account potential, workload and coverage needs. Compare allocation models and review the data behind proposed territory changes.
S&OP: Sales and Operations Planning Explained
Understand the sales and operations planning process and its role in aligning demand, supply and finance. Review the decisions and inputs needed at each…
Sales Training Programs: Selection and Evaluation
Select a sales training program by assessing team needs, delivery methods and manager involvement. Decide how to evaluate learning and its use in daily…
Sales Playbook: What to Include and How to Use It
Build a sales playbook with guidance the team can use on accounts and deals. Define ownership, keep it current and connect it with coaching…
Sales Enablement: Content, Skills and Team Support
Understand sales enablement and its relationship with sales operations. Review the content, learning and support teams need to apply the sales process.
B2B Sales Strategy: Choices, Priorities and Reviews
Develop a B2B sales strategy through customer selection, commercial priorities and a suitable sales model. Review the assumptions as market conditions change.
See how Sales43 would work for your team
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