Sales Transformation — Review your entire sales strategy

The strategic part includes that review of that approach to how sales are conducted from a helicopter perspective. It can include adjusting the perceived addressable market, refining the value you can provide to your customers (value proposition) or simply focusing more on what you solve for your customer rather than on the product (Note: This obviously depends on what you offer). These decisions are often made at the management and product owner level, but we are happy to support you by challenging you with the help of our experience.

Instead of looking at a purely "business perspective", here you look at the organizational structure of the sales team. Are you staffed right? Should roles be clarified and the division of labor developed? The reason why you do these reorganizations is often to get the best out of your employees and to meet your customer segment better in terms of competence and customer journey. Our experience also says that this often means integrating the sales team with other functions such as market and customer service/aftermarket, in order to improve internal cooperation and set common goals.

Optimizing or redesigning good processes is crucial to improving efficiency and being able to spend time on the right things. Process transformation is part of most CRM implementations we support and often means that we identify the current state and dream state in order to then find the best way forward. This includes everything from improving the generation and qualification of leads to improving the management and reliability of your sales pipeline. Automation and streamlining of routine tasks to free up time are common focal points.

Here we focus mostly on the team's employees themselves, including advice for relevant training and further development. Trimming the sales team to handle more complex sales cases or to effectively use new technology is often an important part of this transformation. In addition, incentive and compensation models can be revised to better align with the new sales goals and strategies. In this phase, we usually don't go too deep, as we believe that much of this should be considered the company's responsibility - although we are always a call away.

Using new platforms and systems increases according to the statistics with each passing year. Here, Invise is actually a large part of this development, as we challenge silence daily with new technological advances and tools. This part often deals with the implementation of advanced CRM systems (read more about CRM implementation here). Just when you talk about technical transformation, you must not forget that it is usually done in consultation with teams outside the sales team. Often companies go through a major journey - read more here about how we work with "Digital Transformation”.

Changing that sales culture to support a new way of working is usually a hot potato. Here it is often about getting everyone involved in what is going to happen, and the classic part of everyone having to feel heard and understand what is happening and what is expected of the respective employee. In a CRM project or a major digital transformation, the terms "Change Management" and "User Adoption" are often talked about here. Read more about how Invise can support you with change management here.