Insights
Embracing analytics and data to make rapid proactive decisions through the customer journey.
Agility
Organizing the commercial function to bring the best of the organization to every customer interaction.
Driving sales-growth outperformance
Talent
Using behavioral science and analytics to hire and develop world-class sales talent.
Having the right systems, tools and, processes to make it work, seamlessly.
Technology
Four dimensions
Take action
higher sales
higher productivity
Yields
Total impact:
and
5–10%
10–20%
Basics: CRM & backbone tools
Outperformers add: Advanced, seller-
friendly tools
Technology
Outperformers add: Tailored coaching, continually adapted training
Basics: Strong in universal sales skills
Outperformers add: Organized to scale solution selling, account reprioritization & omnichannel
Basics: Organized to support multichannel
Outperformers add: Predictive analytics focused on growth pools
Basics: Core pipeline and pricing metrics
Talent
Agility
Insights
Four dimensions
Take action