Blackdot Sales Framework Overview
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The Blackdot Sales Framework analyzes a company's sales engine as consisting of four interdependent parts: an explicit go-to-market strategy, a strong execution spine, an effective sales enablement function, and an integrated management rhythm. By examining these parts holistically, the framework is able to accurately identify the root causes of poor sales performance and determine the appropriate levers to improve performance in a predictable, repeatable, and sustainable way. The framework provides a holistic view of a sales organization's health across key areas like targeting, process, pipeline management, and performance management.
Blackdot Sales Framework Overview
- 1. The Blackdot Sales Framework is premised on the idea that an organisation’s‘sales engine’is made up of four interdependent parts that interact holistically to inhibit or drive sales performance. By analysing sales force effectiveness in this way, we‘re able to identify the root cause of what’s holding you back and actually quantify the payoff of getting things right. Consequently, the inherent risks of misdiagnosis and blindly gravitating towards‘point solutions’is superseded by the accurate identification of what levers to pull, how hard, and in what sequence to deliver more predictable, repeatable, and sustainable sales performance. When you take a look at your sales function, how healthy are you? • ‘Sweet spot’positioning • Targeting & Segmentation • Sales Process • Sales / Client Engagement Model • Pipeline Management AN INTEGRATED MANAGEMENT ‘RHYTHM’ A CADENCE OF MANAGER-LED CORE FORUMS AND ACTIVITIESTHAT EFFICIENTLY ALIGNS KEY MANAGEMENT DISCIPLINES SPANNING PEOPLE, PROCESS, PIPELINE AND PERFORMANCE MANAGEMENT • Management Rhythm • Communication & Collaboration • Performance Management • Sales Forums & Meetings AN EFFECTIVE SALES ENABLEMENT FUNCTION ESTABLISHES CLEAR STANDARDS AND IMPROVES, EXTENDS AND ACCELERATES THE PERFORMANCE OF BOTH LEADERS AND FRONTLINE SALES PEOPLE • Role & Goal Clarity • Values & Behaviours • Recruitment & Selection • Reward & Recognition • Learning & Development AN EXPLICIT GO-TO-MARKET STRATEGY ‘SIZINGTHE PRIZE’, RESOURCING AND POSITIONINGTHE SALES FUNCTIONTO EFFECTIVELY PROSECUTETHE EXTERNAL MARKET OPPORTUNITY • Go-to-Market Strategy • Operating & Coverage Model • Market Sizing & Intelligence • Customer Value Proposition A STRONG EXECUTION SPINE LAYINGTHE NECESSARY FOUNDATION FOR PREDICTABLE AND REPEATABLE SALES PERFORMANCE For more information on how we view the component parts of a B2B sales organisation’s revenue engine, contact Blackdot. SALES FRAMEWORK THE KNOWING. NOT HOPING.