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
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 FoundationsWhen this is a good fit
Common challenges we help solve.
Many organisations have strong commercial ambitions, but the operating environment has not kept pace. We help address the issues that make consistent execution difficult.
- 01
Unclear roles and coverage
Responsibilities, territories or account ownership create overlap or gaps.
- 02
Targets are difficult to defend
Quotas or expectations are not sufficiently grounded in opportunity, capacity or market potential.
- 03
Limited management visibility
Leaders do not have a reliable view of activity, pipeline, performance or risk.
- 04
Inconsistent processes
Core sales activities vary by seller or manager, making execution inconsistent.
- 05
CRM is not delivering value
Data quality, adoption or workflow design limits its usefulness.
- 06
Reactive performance management
Issues are often addressed after results have already been missed.
What we build
Six building blocks for a stronger sales operation.
We work across the key areas that enable Sales to operate with greater focus, discipline and consistency.
Sales structure & accountability
Clarify roles, ownership, coverage and decision rights.
Sales process & workflow
Define practical ways of working and reduce unnecessary friction.
CRM & data disciplines
Align CRM usage, data and workflows to how the business needs to operate.
Planning & target setting
Strengthen the basis for quotas, targets and performance expectations.
Performance management
Establish measures, operating rhythms and intervention mechanisms.
Management governance
Create clearer visibility, accountability and cadence around execution.
What you leave with
Tangible outputs. Practical next steps.
01
Current-state assessment
A clear view of what is working and where stronger foundations are required.
02
Target operating model
Defined roles, processes, measures and management mechanisms.
03
Priority improvement roadmap
What should change first, in what sequence and why.
04
Core operating tools
Agreed templates, cadences or governance mechanisms developed as part of the engagement.
The impact
What stronger Sales Operations enables.
Clearer accountability across the sales organisation
Better management visibility
More consistent ways of working
More credible planning and target setting
Less operational friction
Earlier management intervention when performance is off track