Sales Strategy Frameworks

Training & Consultancy Projects

The following models & frameworks are used by Customize in their sales and customer strategy training / consultancy projects. They are outlined below, together with an explanation of their usefulness and value from a client’s point of view.

The Sales Performance Value Chain

This framework brings together all the various elements impacting on sales performance, starting with those activities needed for creating sales: The Value Proposition, Customer Strategy & Sales Process.

The model goes on to identify those sales management activities needed to focus sales performance on doing the right things on a consistent basis: Mission & Strategy, People & Performance, Motivation & Development.

This framework underpins much of the work we do in evaluating sales effectiveness & then in formulating training & consultancy projects for our clients.

The Customer Relationship Matrix

This matrix allows clients to understand the different nature of relationships that can exist with their customers by comparing the nature of the sales proposition with its impact on the customer’s business.

A Transactional Relationship exists where the customer wants to acquire the product or service as easily as possible.

A Consultative Relationship exists where the customer needs a degree of customization of the product or service to meet their specific requirements.

A Negotiated Relationship exists where the product or service makes up a large proportion of the customers costs.

A Collaborative Relationship exists where when the product or service is of major strategic importance to the customers business.

The various relationships implied by this matrix have important implications for the strategy, structure & activities of the sales organisation.

The Differentiator Matrix

This matrix allows the sales organisation to identify the Customer Value & Competitive Advantage offered by various aspects of its competitive proposition.

The focus is on finding those aspects of the competitive proposition that add most customer value, whilst being unique to the selling organisation – The Crown Jewels.

This analysis allows the sales organisation to ensure it exploits its competitive strengths.

Sales Process Development

This framework allows the sales organisation to design a sales process that responds to how their customers make buying decisions.

This Sales Process identifies the specific actions that salespeople should take at each stage in the customer engagement process to ensure they deliver maximum value to the customer.

The Sales Motivation Framework

This framework translates the main findings of Organisational Psychology into actions that sales managers can take to create outstanding sales performance.

Each element of The Sales Motivation Framework needs to exist to ensure that any de-motivators are first eliminated before a climate of High Motivation can be created.

Sales Team Development

Although sales is often thought of as an individual profession, teamwork within the sales organisation is important for social interaction, for motivational purposes & for the sharing of expertise & experience.

However, the cohesiveness & performance of sales teams can vary greatly according to where the team is on its Performance Lifecycle.

If sales management can correctly identify where the team is positioned in this cycle, it can bring forward the required management techniques to maximise sales performance.

Leading Change

Our experience of helping our clients manage change within sales organisations, has enabled us to develop a process that helps managers make the changes necessary to create outstanding sales performance.

This process builds a powerful force for change that involves the whole sales organisation in a positive series of activities.