Sales Operating Model
The Foundation for the Commercial Organization
A Sales Operating Model includes descriptions of the strategy and tactics for how sales can be conducted most effectively within your organization.
In this way, a Sales Operating Model serves as a guideline for decision-making and is the foundation for better onboarding, development, feedback, and coaching. It acts as a tool that establishes a common approach to thinking about and conducting sales.
With a Sales Operating Model, you get concrete descriptions of:
- Sales Process: What should we do, and when throughout the customer journey, to make it easy for customers to buy?
- Sales Structure: How do we organize sales? How do we make the sales process efficient using tools, data, and systems?
- Sales Culture: What knowledge, skills, attitudes, and behaviours are necessary for success? How should we manage sales?
Examples of content in a Sales Operating Model
Sales Strategy
- Sales philosophy
- Goals & KPIs
- Customer journey
- Segmentation
Sales Process
- Sales Process
- Customer success process
- KAM plans
- Organization & responsibilities
Sales management
- Sales Management
- Pipeline Management
- Meeting cadence
- Sales governance
Sales Competencies
- Competencies
- Meeting structures
- Email Templates
- Tendering
A process typically includes 4 steps:
01
Analysis
Collecting and analysing of the current sales process, customer journey, and sales data. In addition, we often conduct interviews internally within the sales organization or with your customers.
02
Reporting and Prioritization
Reporting and workshops, where we together prioritize and create agreement on what your Sales Operating Model should include
03
Production of the Sales Operating Model
We produce a draft of your Sales Operating Model, and then co-create it with you in close collaboration, for example through workshops.
04
Report
After the workshop, you will receive a complete report with a description of your new Sales Operating Model, including specific, tailored guidelines on how to drive your sales going forward.
