What is Sales Transformation?
Sales Transformation is the umbrella term for a company's external engagement programs and internal operational changes designed to increase sales revenue. The success of sales transformation is measured by its impact on the B2B sales revenue equation.
The archetypal sales transformation initiative aims to double the company's sales revenue in three years while increasing profitability.
Why do companies launch Sales Transformation initiatives?
Companies launch sales transformation initiatives to improve their competitive position, expand their pipeline of sales opportunities, and increase long-term profitability. Cost-cutting programs can only take companies so far. Once they hit zero, they can't cut any further. Revenue expansion is (theoretically) unlimited. That's a powerful advantage of sales transformation initiatives.
How does Sales Transformation increase sales pipeline?
Sales transformation demands that companies think about their products, customers, competitors, and themselves in a new way. They must develop more effective operational frameworks that enable them to:
- Identify and quantify the business value they help customers realize beyond that offered by alternative solutions
- Elevate their sales methodology to address higher-level challenges and reach more influential decision makers
- Differentiate their organizational capabilities to raise their perceived credibility and increase vendor authority
When companies transform their operations in these ways they separate themselves from competitors, sell more effectively, and increase the total sales pipeline available to their business.
Where do Sales Transformation initiatives make changes?
Sales transformation initiatives require the company to drive both internal and external changes, specifically in these operational frameworks:
- Revenue Funnel (internal organizational collaboration)
- Sales Process (external customer engagement)
These changes are designed to improve the results of the B2B sales revenue equation. They impact all customer facing teams, not just Sales. Sales transformation initiatives are most advantageous when they re-engineer the collaboration across all the company's organizations that work to transform prospects into customers.
When do companies typically launch Sales Transformation initiatives?
Sales transformation initiatives are particularly critical with companies approaching an IPO or preparing for an acquisition, as they help demonstrate the company's commitment to driving growth.
Companies proactively introduce sales transformations when they want to capture a larger share of the customer base, enter new markets, or strengthen relationships with partners.
Conversely, companies reactively respond with sales transformations when they are determined to fend off impending threats to their business and defend hard-won territory and customers.
Who can help my company execute a successful Sales Transformation initiative?
Traditionally, your company would employ a Value Advisory sales overlay team to design, build, and run your sales transformation initiative. Value Advisors often have advanced business and technical degrees, years of experience leading change programs, and proficiency in multiple functional areas such as Marketing, Sales, Consulting, Implementation Services, and Customer Success.
Fortunately, you no longer need to hire another sales overlay team. There's a better option. saleshelp.ai can guide your company through a successful sales transformation for a fraction of the cost of a Value Advisory team.
saleshelp.ai founder, Gregg Nichols, has executed sales transformations at four companies where he worked directly and several others as an independent consultant. He has worked in nearly every organization across the revenue funnel, holding value advisory leadership roles three times, most recently building the team from the ground-up at Citrix Systems. Mr. Nichols codified his experience into the sales transformation frameworks he developed for the next-generation AI product that is saleshelp.ai.
Built with Generative Pre-Trained Transforming (GPT) technology and trained specifically for your organization, saleshelp.ai affords your company several advantages over the traditional, last-generation option:
- Expands impact of Value Advisory team
- Rapid implementation, just a few months
- Infinite scale, interacts with thousands at once
- Instant availability, access anytime around the world
- Continuous improvement, always refining its guidance
- Consistent, high-quality coaching
Contact us to find out how saleshelp.ai can help your company execute the sales transformation initiative that will elevate your sales methodology, expand your sales pipeline, and drive outsized revenue growth.