Transform your sales organization

Sales transformation

From the inside looking out, the sales organization’s job is to help its company meet revenue goals, year in and year out, quarter after quarter, no excuses. Companies rely on the natural, heroic energy that is part of every sales organization for this performance. Too often, this means ignoring the signals of the market, creating internal work-arounds and relying on people who can muscle their way through anything. The turnover and dysfunction, missed opportunities and compromised service make this is an expensive way to do business. From the customer’s point of view, there are plenty of competitors to consider.

The most successful salespeople and sales managers are intelligent business analysts and strategic operators, who are experts at facilitating the buyer’s journey. They also rely on a solid sales operating system—the systems and processes that create sustainable value for their customers while maximizing value for their company.   » Learn more

Align systems and processes

Most businesses are dynamic, growing by creating new revenue sources, building through acquisitions and reorganizing during periods of economic change. An organization’s many departments and teams don’t work in a vacuum. The sales organization must successfully interact with all other departments and tap into enterprise business systems in order to get their work done. The IT organization must create and/or maintain these systems to support the inner and outer workings of the overall company. The finance organization must ensure the fiscal health of the corporation while managing costs and delivering new efficiencies. For the sales organization, linkage and alignment within this environment is critical in order to create full value for the business, bring full value to customers and realize the full value of supplier relationships.

Making sense of this complexity is about creating a shared reference point—getting people to work together by working within the same master plan. Taking an organizational approach—in addition to a market approach—to creating strategy based on the executive-level goals and objectives helps identify critical processes and measures that must align with sales. This enables business activities that are focused, linked and coordinated on the vital issues.

ELA works with companies to create strategies that lay the foundation for the sales organization’s abilities to successfully execute and deliver value to the business and customer.

Our approach

Our projects typically follow these steps:

  • Conduct a systematic analysis with a cross-section of executive-level managers and key stakeholders to formulate strategic objectives and to develop a plan for design, implementation, and sustainability.
  • Consult with stakeholders to align plans and designs with existing business processes such as CRM, lead development and nurturing, marketing communications, etc.
  • Design and implement custom or tailored continuous learning systems that harvest corporate and market intelligence. These systems help teams, individual contributors and managers improve their capabilities to support the long-term success of the strategic objectives and plans. Solutions can include multiple modalities: classroom, virtual, e-learning, app-based learning, personal coaching, etc.
  • Provide or enhance marketing and communications to build and maintain support of the learning initiative at all levels of the organization.
  • Build a more concise/cohesive information exchange between sales and delivery teams and the customer.
  • Measure progress and learning impact using client-defined metrics throughout the implementation, adjusting designs and delivery, as necessary.

Success stories

Read details on how ELA solutions work in the real world.  » Learn more