Are you feeling the pain with your current sales organisation? Feeling stuck?
If so, it's probably time to get started.
Your pace of progress and how quickly you can reach a state of maturity, will depend on a number of factors including:
- Do you have a (relatively) stable salesforce? If you have, or are planning, a lot of churn or restructuring of roles, it's probably a good time to introduce a framework but it needs to be designed for your new sales organisation and you should consider who you're investing in.
- Does your exec team recognise a need to change the sales model (versus just tweaking the commission plan and expecting people to work harder / smarter)? In our experience, you can move faster and see benefits quicker if you have strong exec sponsorship but you can get started and then use your successes to gain support later.
- Are your sales ops, pre-sales, marketing, implementation and post-sales teams open to change? Often these teams are fairly ambivalent or peripheral at first as they perceive you're doing a 'sales thing' but quickly get on board when they see the impact and how it improves their lives. Being joined up from the start helps but you can get going without their support and bring them on board thorugh clear communication about 'what's in it for you'.
- Are you able to support culture and process change? This won't happen in a vacuum. Again, you can take some first steps but to make real, lasting change, a wider organisational shift in sales culture will help you scale and embed.
- Are you personally willing and able to role model and embed the changes you want to see? You'll probably be stepping out of your own comfort zone - or at least having to change some habits. If you don't follow the 'new way' nobody else will!
If you can answer yes (even tenatively) to the above, you should be able to move fast towards change. Answering no doesn't mean you shouldn't start, it just means progress may be slower to start with. The blocks will need addressing, either before you start or as you evolve.