Sales Operating Models

Is your sales operating model enabling your salespeople to succeed, or limiting their potential?

Facing wholesale changes in customer behaviour as well as top and bottom line pressure, many organisations must reinvent their sales operating model to deliver a more customer-centric and cost-efficient buyer interaction. However even before launching new transformation initiatives, organisational turbulence and the ensuing role and goal diffusion this creates are frequently stifling sales productivity. Navigating transformation, whilst simultaneously creating enhanced capacity and focus for sales to be effective, is an exceedingly difficult balance.
 

Blackdot can help you create a best practice sales operating model that is fit-for-purpose for your customer environment. By delivering more effective resource alignment, absolute role clarity and enhanced productivity, we can set up your sales force to deliver the strategy and hit the number in today’s changing buyer environment.

Blackdot Can Help You:

Align Resources to
Key Market Opportunities

Ensure the right people are aligned to the opportunities that will optimise sales results and the customer experience

Design the Optimal
Mix of Sales Roles

Optimise the mix of specialist vs. generalist and face-to-face vs. inside sales roles to facilitate effective and efficient customer interactions

Evolve Sales Capabilities
for the Digital Environment

Adapt sales to operate effectively in a multi-channel environment & deliver the level of insight and value today’s buyer expects

Lift Sales Role
& Goal Clarity

Crystallise key measures of success and KPIs by role type, minimising goal diffusion and maximising the effectiveness of each individual

Create Sales Capacity
& Increase Productivity

Remove the ‘noise’ from your operating model, increase effective selling time and remove low-value, non-sales activity

Reduce the Cost of
Sale & Cost to Serve

Design a more scalable and lower cost sales and service operating model without diminishing effectiveness or the customer experience

Related Content

Blog

Integrating Marketing and Sales Execution

In my previous post, I detailed the six steps organisations need to consider in order to operationally pivot to the customer – the first stage of our three-stage roadmap for digital go-to...

Blog

How Marketing and Sales Leaders Can Accelerate Transformation

Across the marketing and sales transformation projects we’ve undertaken, one of the biggest talking points amongst our clients is the criticality of gaining executive sponsorship for driving...

Blog

Sales Transformation for the Digital Age – Event Recap

Attracting over 350 business, marketing and sales leaders, Blackdot recently ran a thought leadership session exploring one of the most significant challenges facing our clients – how to...

Blog

5 Key Shifts Changing the Face of B2B Selling

I recently published a post with a topline recap of the latest in our series of thought leadership events – Sales Transformation for the Digital Age. In this post, I’ll give you an in...

Blog

B2B Sales: What will the 'Rep of the Future' look like?

Today’s B2B selling environment is changing and it’s vital for organisations to adapt sales to stay relevant to evolving customer expectations. While the environmental shifts driving...

White paper

Adapting To The Digitally Empowered B2B Buyer

Digital has changed fundamentally how B2B customers buy, bringing both opportunity and unprecedented complexity for marketing and sales organisations.

White paper

Sales Force Effectiveness is Dead… or is it?

Immediately improve your sales performance by addressing core Sales Force Effectiveness (SFE) fundamentals.

White paper

Focusing Sales Manager Development

Learn the ‘vital few’ sales management disciplines that connect manager development with genuine sales force performance uplift.

White paper

Unlocking Sales Manager Coaching Impact

Understand what Best Practice coaching looks like to accelerate frontline salesperson development and performance

Infographic

Understanding the Digital B2B Buyer

We are in an era of unprecedented shifts in how B2B customers are buying from and interacting with sellers.

Success Stories

A New Operating Model to Adapt to Emerging Growth Opportunities

Blackdot helps a global telco take advantage of new market opportunities and simplify

Success Stories

A New Operating Model to Capitalise on the Biggest Opportunities

Blackdot helps one of Australia's largest banks enhance role clarity and focus on key market segments

Success Stories

Building a Frontline Sales Army of High-Performers

Blackdot helps a leading bank develop a new operating model and sales process to boost sales performance

Success Stories

Demystifying Targets and Fuelling Incentives to Grow Market Share

Blackdot helps a major pharmaceutical player develop a new target-setting model to align sales around market share growth

Our Clients Realise Transformation

    • Andre Musto, (Former) General Manager New Zealand; Director Respiratory & Specialty Products Australia - AstraZeneca

    "We engaged Blackdot to support us with the implementation of a new organisation-wide sales operating model. The project delivered against its core objective which was to implement the restructure as early as possible (without compromising quality of implementation)."

    • Zalman Paris, Head of Marketing - Rocla

    "We enlisted the support of Blackdot to review and determine our optimal sales operating model. They conducted an organisation-wide sales performance benchmark alongside extensive stakeholder interviews to identify key pockets of internal best practice."

Thinking about your sales operating model?

Contact our team for a chat around what good looks like