A Sales Operating Model defines how you plan, organize, motivate, coordinate, and control the sales function to meet or exceed revenue objectives. It is part of an integrated Revenue Architecture and full-funnel marketing and sales process.

We help you design your Sales Operating Model around your business model and buyer engagement strategy.

  • Sales Goals & Metrics. Current state performance and targets for key metrics and build funnel math and model month design.
  • Sales Process. We design the sales process (within the full-funnel process) for different buyer segments. This includes stage definitions, rules and artifacts, metrics
  • Sales Organization. Capacity, distribution models, and type of staff.
  • Territories and Organization Model. Equitable payment schemes, motivation, recruiting, administration, and sales operations.
  • Sales Enablement. Sales execution and performance, training, resources, and tools.