Optimizing Go-to-Market with Sales Transformation Strategies
New Market Forces and Priorities Challenge Existing Go-to-Market Models
How do you create a go-to-market (GTM) strategy that consistently exceeds the market growth rate? Leaders across industries now focus on optimizing their commercial models with new pathways for growth and targeted investments. However, without a proven blueprint that paves the way for transformation, it remains difficult to stay competitive.
Utilizing a proven approach to sales transformation makes it possible to respond to new market forces, revised company priorities and revenue segment changes. In this article, we’ll communicate the value a proven sales transformation strategy will bring to your business and discuss our powerful transformation model.
Sales Transformations: What Are They
As sales organizations evolve, they inevitably undergo change. Aspects such as sales job roles and responsibilities evolve over time in response to company growth, customer behavior, rising competitors and numerous other outside factors. Sales transformations are the ways sales organizations respond to change.
To ensure a successful response to change, sales leaders need to create the right jobs and ensure the right talent fills them. Sometimes transformation may involve slight changes, such as adding new products to a seller’s bag. Other times, the transformation creates completely new jobs with new responsibilities. This may involve moving people from existing roles within the organization or hiring from outside.
Making the Case for Sales Transformations
The willingness to change and effective transformation strategies are essential to your business’s long-term success. Your competition is always looking for ways to adapt, and they could potentially leap past your organization if you stay static. Sales transformation will enable your business to respond as the market changes and competitors grow.
Beyond keeping pace, sales transformation can give your organization a leg up. Implementing sales transformation strategies will allow your business to develop the agility required for innovation. Transformation responds to immediate needs while also putting your decision-makers in a forward-thinking mindset.
Your sales transformation will improve your ability to foresee the ways the market and your competition will respond to your changes, allowing you to plan ahead for your next endeavor. You’ll consistently enhance revenue from existing products, develop new offerings that satisfy consumer needs and improve in-house efficiency to lower operational costs.
By implementing sales transformation strategies, your organization will recognize the industry’s perpetual evolution and become a part of the cycle. You’ll enter a symbiotic relationship with change so you can benefit from it when others struggle to keep up.
RGM Blueprint for Sales Transformations
Sales transformation is essential to your business’s success. However, inadequate change management strategies cause over half of sales transformation projects to fail. Investing in the right resources that improve sales transformation success rates has never been more critical.
Alexander Group improves sales transformation success rates by developing strategies through diligent research, comprehensive consultation and an emphasis on pragmatic implementation. One of our most successful strategies is the Revenue Growth Model™ (RGM) blueprint.
The RGM blueprint is a proven model backed by rigorous analysis, proprietary Alexander Group benchmarks and proven expertise. Companies now understand that to transform sales, they need the right mix of resources to rapidly locate operational gaps and use the right market levers to unlock new potential.
Sales transformation is not a one-time project, but an ongoing discipline. The RGM blueprint helps companies instill new habits to harness the power of data, industry expertise and quick-to-market results that transform Sales operations through proven tactics.
Data-Driven Sales Transformation
Companies can no longer guess what steps to take but must leverage the valuable data available to them. Using proprietary Alexander Group benchmarks, quantitative analysis and industry insights, clients can now identify GTM opportunities that are specific to their company’s market position and business goals.
Sales Transformation on Your Timeline
Timing is critical. The RGM methodology develops a business case specific to your company, identifying growth opportunities, gaps, resources and timelines that create rapid change in weeks, not months.
Prioritized Activities and Sequences
It is not only important to know what to do, but when to do it. The RGM model and Alexander Group prioritize the right initiatives to take for the fastest results, placing steps in the right order to reach your goals.
Achievable, Execution-Ready Steps
Successful sales transformation requires flawless execution. RGM provides practical, specific actions your organization needs to take to realize high-impact solutions that truly transform your Sales organization and optimize your GTM model.
Team Engagement
Transformation does not happen in a vacuum but requires commitment and ongoing collaboration. The RGM blueprint promotes team engagement so you can focus on what is possible and achievable. We help companies bring together sales, marketing, service and related departments to ensure continued engagement, equipping your teams for sustainable success.
Transforming Sales Strategies with the RGM Blueprint
Alexander Group provides the expertise, guidance and capacity to put innovative ideas into practice, making sales transformation a reality. The RGM blueprint provides the foundation for change, yet adapts to specific sales transformation goals that include:
- Aligning existing accounts to new market segments
- Differentiating value messaging and sellers’ playbooks
- Creating new job roles and resource assignments
- Designing sales compensation plans that align incentives and roles
- Defining IT requirements for digital enablement
Successful companies revise their GTM models, transforming their sales strategies and opening greater paths to growth with targeted investments. Adopting the proven RGM blueprint, supported by Alexander Group expertise, helps companies expand their valuation and respond quickly to market changes.
Implementing Successful Sales Transformations: Case Study
One of the top five largest traditional media companies noticed their sales reps were focused on “comfort zone” product pushing versus the customer’s needs or the upsell. The company began to see a high churn of digital products and below market growth.
The company needed to restructure the sales organization to capture growth and align to their sales strategy. A shift to a customer-aligned solution selling approach would increase growth and sales rep productivity.
The Alexander Group Solution
Alexander Group led a complete sales transformation of strategy, structure and management for this media company. AGI created unique sales enablement and accountability tools to support the sales force and the shift to solution selling. This sales enablement tool included:
- Sales Process – Documented with clear steps and focused on uncovering customer information
- Value Propositions – Tailored to business categories to demonstrate expertise and successful solutions
- Opportunity Pipeline – To keep track of accounts and upload completed needs analysis forms and proposals
- Innovation Rooms – For reps to ideate with overlays and craft effective solutions
- Leadership Scorecard – To keep track of sales transformation adoption and create accountability
The Benefits
The outcome for this media company was a successful sales transformation. They reported a year-over-year digital revenue increase of more than 22% in the three months following the project with a reduction in churn. The company also noted that over 75% of their sales reps are achieving more than 90% of the goal versus the historical figure of around 60%.
Implement Sales Transformation With Alexander Group
Sales transformation strategies will help your organization evolve with the market and learn to anticipate its changes. Alexander Group is ready to usher your business through sales transformation strategies that drive revenue, so contact us online to speak with an associate about our RGM Blueprint.
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