SALES ASSESSMENT
Description: A 3-4 week engagement focused on evaluating the health of your sales organization, a crucial step in understanding its current state and identifying areas for improvement. This evaluation is conducted through interviews with management and sellers, utilizing a detailed questionnaire that covers the following 10 points:
1. Sales Strategy and Alignment
2. Sales Process and Pipeline Management
3. Customer Acquisition and Retention
4. Performance Metrics and Analysis
5. Sales Team Composition, Skills and culture
6. Sales Technology and Tools
7. Compensation and Incentives
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8. Market Position and Competitive Landscape
9. Execution Model
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10. Customer Feedback and Satisfaction
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Deliverables: A radar chart representation of the assessment, as illustrated in the example below, accompanied by a document detailing the observations made and recommendations.
SALES PLAYBOOK
Description: A sales playbook is a foundational tool that empowers sales organizations to operate more effectively, adapt to market changes, and achieve better results. Yet, most organizations, small and large, do not have one, or fail to keep it up to date.
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To be efficient, modern sales playbooks must address these 2 challenges faced by B2B sales organizations:
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Move customers out of the status quo by “dialing up the fear of not purchasing.”
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Fight indecision (the biggest source today of deals lost) by “dialing down the fear of purchasing.”
During this collaborative 2-3 month engagement, CRO For Scale will deliver a customized Sales Playbook containing the following chapters:​
1. The Opportunity
2. Target Market and Customer Personas
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3. Differentiated Value Proposition
4. Competition
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5. Sales Process and Methodologies
Deliverables: A comprehensive PowerPoint and roll-out plan. Training, onboarding and ongoing sale management are not in scope with this Service and will require a separate engagement.
6. Tools and Resources
7. Selling scenarios and Case Studies
8. Pricing
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9. Performance Metrics
10. Compliance and Legal Considerations
GO-TO-MARKET STRATEGY
Description: A GTM strategy is crucial for ensuring that a product or service is launched successfully, meets customer needs, achieves business objectives, and can adapt to changing market conditions. Designing a GTM strategy is a complex process involving multiple teams of the organization. If you are thinking of launching a new product or service, start there before investing in any sales resources. During this collaborative 3 month engagement, CRO For Scale will deliver a customized GTM Plan containing the following chapters:​
1. Executive Summary
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2. Market Analysis
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3. Value Proposition
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4. Messaging and Positioning
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5. Pricing and Packaging:
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6. Sales and Distribution Strategy
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7. Marketing Strategy
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8. Launch Plan
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9. Customer Acquisition
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Deliverables: A comprehensive PowerPoint and roll-out plan. Execution and ongoing management of the GTM plan are not in scope with this Service and will require a separate engagement.​
10. Customer Onboarding
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11. Customer Support and Retention
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12. Metrics and KPIs
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13. Budget Allocation
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14. Risk Assessment
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15. Timeline
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16. Executive Ownership
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17. Review and Optimization
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