Sales Transformation Checklist

A Sales Transformation CHECKLIST WHAT'S YOUR BIG IDEA FOR 2014? New years bring new ideas, whether that be expanded offerings, a new go-to-market approach, or changing your positioning. Here are 14 steps to make a Sales/Marketing executive's "big idea" for 2014 a success: DEFINE CHANGE 1. Forge a common set of change priorities among leadership 2. Bring together a cross-functional group to identify the "key plays" 3. Develop a sales transformation roadmap of launch events and recurring field communications BUILD TOOLS FOR CHANGE 4. Agree on change indicators 5. Build a project plan 6. Gather customer insight content 7. Create conversational tools 8. Compile into just in time, sales ready playbook LAUNCH THE CHANGE 9. Bring sales teams and their managers together for a launch event 10. Focus on live opportunities, allowing for real-world application 11. Drive immediate implementation through sales manager coaching SUSTAIN THE CHANGE 12. Manage to defined leading indicators of success 13. Gather sales teams to share success stories 14. Update the playbook content and tools based on sales insights and lessons learned dsg dsgconsulting.com| @JustAddDSG