A Path to Predictability at Scale - Sales Workshop for Foundation Capital
Roles Based Execution Consulting
1. Unlocking Sales Management Evolution with a
Role-Based Partner, Suzy Deutsch:
13/7/2015 Proprietary and Confidential - Suzy Deutsch
Establishing a baseline to prioritize Sales Management redesign and
optimization of supporting processes and metrics.
Providing an execution arm to implement “next gen” Sales Management .
Aligning organizational subject-matter-expertise (SME) needs with
execution needs using an AGILE framework.
Resourcing at 1 full-time equivalent (FTE) @ $100/hour , 1 week min.
Chunking of priorities with hypothesis to be tested, best practice
assessment, gap summary, and implementation next-steps.
SAMPLE
Hypothesis to be tested: Sales performance will be enhanced with better CALL
Management (pre-call planning, call execution, and call intelligence harvesting.)
Best Practice Assessment: call types, call objectives, call opening/closing, buying
criteria, business intelligence, relationship mapping, and competitive context.
Gap Summary: customer profiles and messaging needed by call type – estimated 1
week to develop 1 page .pdfs for each of the 4 identified customer profiles (what to KNOW
and what to DO).
“Suzy added a new product offering to our infrastructure replatforming – creating
new revenue opportunities from what was previously viewed as an expense-only
project.” CEO, Aviation Company
“Suzy was invaluable with her ability to resolve CEO escalated client issues – in
a couple of weeks, without budget or organizational authority during our critical
pre-IPO period.” CEO, Supply Chain Services Company