Strategy + sales organisation

Analysis and definition of the target market and segments, including current market dynamics, competitors, market sizes and development scenarios. *

Derivation of sales organisation: How must the sales organisation be set up in order to be able to participate in future market developments. Which skills of the employees are necessary?

1

2

3

4

Definition of the target customer, including the "ideal customer", the "customer persona" as well as their pain points and needs. *

Derivation sales organisation: Which customer categories have been defined and is there a documented description of the "Ideal Customer"? Which sales employees handle which customer categories? Do they have the appropriate skills to handle different types of customers?

1

2

3

4

Definition of long- and short-term marketing and sales goals. Bottom-up based sales planning (customer planning) with KPIs as “leading” indicators. *

Derivation Sales organisation: Are the goals and KPIs that drive the business defined and documented? Are these present in the sales force goals?

1

2

3

4

Definition of strategic product/service roadmap and pricing system. *

Derivation of sales organisation: How is the overall product portfolio most effectively sales split or total? Does the sales organisation fit the brand positioning (appearance, capabilities, experience, size).

1

2

3

4

Selection of the marketing channels and activities, suitable for the effective addressing of the target customer personas. *

Derivation of sales organisation: Definition of sales channels and activities, suitable for the targeted addressing and processing of target customers. Integration with Marketing's Lead Gen and Lead Nurturing activities.

1

2

3

4

Definition of the core systems and processes to enable a scalable and transparent strategy execution. *

Derivation sales organisation: How are sales people involved in quantitative and content sales planning? How does the sales organisation divide up the "lead-to-customer process"?

1

2

3

4

Definition of the suitable organisational structure as well as the skills and knowledge needed to achieve the expected goals. *

Derivation of sales organisation: Which organizational structure is the right one for the future? Which new and central structures, e.g. inside sales, can create an advantage? How are sales and marketing best integrated as one “commercial team”?

1

2

3

4

Planning of the needed resources for the implementation of the commercial strategy including the new tasks? *

Derivation sales organisation: What resources are needed to reorganise sales? Who is responsible for building the necessary, new skills of the employees.

1

2

3

4

Name *

First Name

Last Name