DESIGN
Market & portfolio
Segmentation, ICP, territories, channels, offer portfolio and capacity.
Sales management system
Quality requires more than an opportunity workflow.
A complete sales organisation aligns market choices, people, capacity, incentives, information, coaching and governance around customer and business outcomes.
EXECUTE
Customer engagement
Prospecting, discovery, stakeholder alignment, value validation and ethical communication.
CONTROL
Commercial decisions
Qualification, pricing, negotiation, approvals and forecast evidence.
ENABLE
People system
Roles, competence, coaching, workload, incentives and quality culture.
EVIDENCE
Information system
CRM governance, definitions, access, security, traceability and data quality.
IMPROVE
Performance system
Balanced measures, reviews, audit, corrective action and experimentation.