Sales Organisation, Coverage & Capacity Design
Align roles, coverage and capacity with where growth needs to come from.
Sales Operations
Build the operating system behind sales performance.
Sales Operations strengthens the structure, processes and management discipline needed for more consistent sales execution.
The framework
Three elements. One operating system.
Together, they shape how Sales is structured, supported and managed.
People
Structure, deploy and reward the sales organisation around the commercial opportunity.
Process
Reduce friction in how business gets done and how CRM supports execution.
Performance
Translate the plan into credible targets and actively manage performance.
Foundations
Sales Operations Foundations
Assess the sales operating environment, define the target state and strengthen the essential mechanisms required to run Sales effectively.
One engagement across the whole Sales Operations system
People
Process
Performance
A clear path from current state to stronger Sales Operations
Assess
Current-state maturity
Define
Target-state operating model
Prioritise
Roadmap for improvement
Build
Agreed priority foundations
Build a more scalable sales operating system with stronger visibility, consistency and accountability.
Discuss Sales Operations FoundationsFocused offerings
Targeted support for specific Sales Operations priorities.
Focused engagements that address defined Sales Operations needs.
People
Sales Incentive & Compensation Design
Align rewards with performance and the behaviours the business needs.
Process
Sales Process & Workflow Optimisation
Remove internal friction that slows sellers and customers down.
CRM Optimisation & Adoption
Increase CRM value, usability and adoption across sellers and managers.
Performance
Sales Planning & Quota Design
Create more credible targets grounded in opportunity and capacity.
Sales Performance Management
Give managers better visibility and earlier opportunities to intervene.
Where to start
Not sure where to start?
The right starting point depends on whether you already know the issue sits within Sales Operations.
We know the issue sits within Sales Operations
Sales Operations Foundations
For organisations that know the Sales Operations environment needs strengthening but are not yet clear which operating priorities should come first.
We do not yet know where the issue sits
Sales Execution Diagnostic
For situations where the performance issue may extend beyond Sales Operations into management, capability, enablement, incentives or other areas.
- 1
Clarify the need
Establish whether the operating constraint is known or unclear.
- 2
Choose the entry point
Foundations for the operating system, Diagnostic for wider uncertainty.
- 3
Prioritise
Agree what matters most and in what sequence.
- 4
Build
Implement the agreed priorities with adoption support in place.
Next
Strengthen the operating system behind sales performance.
Build the structure, processes and management mechanisms required for more consistent execution.