Sales ModelsEvery business and industry has its own style of selling that defines its “sales” culture. There are many ways to sell effectively. In an attempt to balance limited resources, many companies struggle with deploying the most effective sales model.
There are many “go-to-market” strategies that use outside, inside or hybrid structures. These choices are further compounded by options such as reorganizing into a centralized, decentralized or outsourcing model. Baker Communications assists in developing the most cost effective sales strategy by using the knowledge gained from Best Practices Benchmarking and Baker Communications’ Gap Analysis combined with Sales & Marketing Business Intelligence to create a balanced approach designed to ensure the greatest chance of success.
Baker Communications first analyzes and documents how the clients current sales organization “goes-to-market.” With these results, a comparison is made between the existing model and external best practices within similar industries. The result is a clear understanding of the strengths and weaknesses that exist within the sales organization. Baker Communications then fills the gaps with appropriate externally defined best practices. The next step is to develop a logical sales cycle that is aligned with the sales model. Once the sales cycle is developed then the supporting processes, policies and procedures can begin to be developed with confidence.
Our step-by-step approach to
Sales Models looks like this:
Identify
& document current "go to market" strategy
and sales model.
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Compare
"go-to-market" strategy to external best-practices
in similar market spaces.
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Identify
gaps and internal best practices.
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Develop
action plan to fill gaps and proliferate internal best
practices.
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Develop
appropriate sales cycle in alignment with new model.
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Begin
forming sales processes in support of the new sales
model and cycle.
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