Executive Workshop

Building a High-Performance Commercial Organization

conference-room-768441_1920Full-day executive workshop at a local first-class training facility, intended for CMOs/CCOs, VPs of Sales and directors of sales and sales operations.

The goal of this executive workshop is to help your sales leadership understand how to improve the effectiveness of your commercial organization in order to grow sales and improve operational efficiency. The practical portion of the workshop is customized to your specific needs, and is aimed at addressing concrete issues your sales organization faces. This includes customers, products/services and sales process specific to your business.

 

 

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    Workshop Agenda

    Part I – Key Pillars of a Best-in-Class Sales Organization

    Presentation of concepts and best practices that are critical to building a high-performance commercial organization.

    The morning portion of the workshop consists of a presentation-style overview of the key sales effectiveness drivers and best practices to create an HPCO.

    INTRODUCTION

    Overview of the objective of the workshop and the topics covered

    High-Performance Sales Organization and Sales Effectiveness Drivers

    Introduction to the HPCO concept and primary drivers of commercial effectiveness

    Sales Strategy

    The main pillars of commercial strategy

    Go-to-Market Strategy

    Developing a successful Go-to-Market strategy

    Sales Force Design

    Designing the key elements of the sales force structure and sales roles

    Sales Force Sizing

    Sizing a sales force for optimal ROI

    Motivating the Sales Force

    Growing sales while reducing sales cost with a smart compensation strategy

    Managing Sales Force Performance

    Ensuring successful sales strategy execution through sales performance management

    Part II – Practical Workshop

    Application of the concepts and best practices to understand and solve critical issues at your sales organization.

    The afternoon portion of the workshop consists of practical group exercises aimed at identifying sales effectiveness gaps and finding and prioritizing opportunities to create value.

    Customer Insights

    Understand who our customers are and what characteristics they have

    Understand our customers’ true potential

    Understand the customer journey

    Strategy

    Identify and close gaps in our GTM and commercial strategy

    Sales Structure and Process

    Assess the suitability of our current sales force structure and engagement model and find ways to improve

    Sales ROI Optimization

    Determine the optimal sales investment to achieve desired sales ROI

    Compensation Strategy

    Align the approach and amount of sales compensation to ensure optimal goal attainment

    Road-Mapping Opportunities

    Identify and prioritize strategic value-creation opportunities