Commercial Sustainability

Significant effort is invested in individual sales representatives, but a comprehensive sales force transformation requires a holistic focus to maximize and sustain footprint, accounts, and overall impact.

Driving sales is one of the most important aspects of any business, and many organizations have difficulty meeting their sales goals. There is a strong downward trend in companies missing their organizational sales targets, and only just over half of individual sellers meet their quota. A client at a fortune 100 company summed up his experience: “After the first quarter, we spend the rest of the year focusing on gap plans and catch up.” Many sales leaders address this problem through a tactical focus on refining deployment, training, compensation, performance management, and tools. We believe a more strategic organizational focus on methodology and account strategy magnifies the results from these tactical efforts.


In effectively driving account journeys, you can:

  • Consistently achieving sales goals – organizationally and individually
  • Greater motivation and reduced churn in the sales team
  • Reduced cost of sales and more efficient application of resources
  • Improved visibility to market opportunity
  • More robust funnel, pipeline, and deal flow
  • Improved customer access and relationships
Critical Success Factors:

To fully reap the benefits of this program, you must scrutinize things such as supporting empty territories, improving hit rates, expanding footprints in new products and services, enabling the force to take on new accounts, penetrating difficult accounts, and maximizing coverage. Understanding how these items can be improved has a direct and drastic affect allowing you to meet your sales goals


Five Levers Evaluation, Roadmap, and Execution:

  1. Access Challenges
    1. Offering Applicability
    2. Offer Messaging
    3. Relationships and Leverage
  2. Misdirected Account Effort
    1. Sub-Segmentation
    2. Account Effort
  3. New Logo Acquisition Methodology
    1. Account Focus (to Whom)
    2. Commercial Discipline (How)
    3. Resource Application (by Whom)
  4. Vacant Territory Impact
    1. Coverage Model
    2. Pipeline Effectiveness
  5. Portfolio Expansion Challenges
    1. Buyer
    2. Message
    3. Product