1.

ASSESS

2. DEFINE & VALIDATE

Summarize Issues

3. PLAN

4. EXECUTE

5. DELIVER

Engage Senior Leadership

Develop Roadmap

Update Sales Strategy

Implement New Processes

Engage Sales Team

Develop Assertions

Define Project Plans

Coach Sales Leadership Update Sales Model

Determine Alignment

Determine Priorities

Gain Sales Mgmt. Buy-In

Perform Ongoing Training

Gain Customer Perspective

Validate with Stakeholders

Create New Sales Process Define Change Management Elements Develop Communication Plan Address Sales Organization Issues

Provide Updated Tools

Assess Sales Strategy

Gain Sr. Leadership Buy-in

Measure Progress

Assess Mgmt Processes & Tools Finalize Issues, Assertions & Priorities Assess Sales Team Define High-Level Future State Assess Sales Metrics & Processes

Refine Sales Mgmt Processes & Tools

Iterate Improvements

Deliver Training

Define Sales Metrics, Reports & KPIs

Assess Sales Training

Deliver "Early Wins"

Analyze Marketing

Copyright 2012-2013 Michael Godfrey Andrews & Revenue Ramp Up