Revenue Roadmap Assessment
Customer Coverage and Sales Enablement
The Revenue Roadmap Assessment is a high-impact approach to assess, benchmark, and develop actionable recommendations to accelerate growth.
The Revenue Roadmap Assessment focuses on the most impactful sales productivity levers that can accelerate growth for the business. In our initial discussions, we help identify the challenge question that highlights the beginning areas of focus. We refine this question and the solution vision as we conduct our assessment and develop recommendations.
The foundation for our assessment and design work is The Revenue Roadmap which provides an integrated view of the four major competencies of successful sales organizations:
- Insight: Refers to how much we know about what’s happening in our market and understanding what’s happening with our competitors and our customers. If we don’t have our finger on the pulse of the macro market, we can’t develop our strategies with any degree of precision.
- Sales Strategy: Action plan to achieve a sales goal. The strategy converts high level down to the front line that we can take to market. So it involves the types of services and products that we’re going to offer, our customer segments and our target customers.
- Customer Coverage: Refers to how we align to our customers in a very practical, tangible way. What types of sales channels are we using? Direct sales organizations or other types of third party channels outside the organization, such as resellers, distributors, or other partners that help us during the sales process.
- Enablement: Once we’ve answered all upstream questions – Insight, Strategy, and Coverage – we finally get to the level of enablement. Sales compensation, quotas, recruiting and development of people and all the other support programs live here. But none of these programs – or the people they were designed for – can succeed without a solid foundation of Insight, Strategy and Coverage.
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- July 22, 2019