Design: one sales model
One model for all teams and markets: shared deal stages, rules, metrics and forecast.
What the model includes
Deal stages
Shared stages and clear criteria for moving between them. A deal at the proposal stage means the same thing in every team.
Qualification rules
Which deals are worth the team’s effort and which are better declined early.
Roles and accountability
Who runs the deal, who joins and when, who decides on price.
The single forecast model
How data from teams and countries rolls up into one forecast and who is accountable for its accuracy.
KPIs and management rhythm
What is reviewed weekly, monthly and quarterly, and which decisions follow.
Decision Making Grid
One format for mapping the client’s decision in key deals.
The model is created by those who will work with it
People support what they have built themselves and resist what is handed down to them. That is why the sales leaders are co-authors of the model rather than its executors.
I lead the working sessions and bring the facts from the Assessment and the practice of complex sales. The decisions about the model are made by the leadership team together with the owner.
Shared and local
One model does not mean uniformity in everything. Deal stages, definitions and forecast rules become shared. Channels, product specifics and the requirements of a particular market stay local.
What the owner gets
- A documented sales model.
- A single forecast model.
- A KPI set and a rhythm of management meetings.
- Requirements for the CRM and reports.
- An implementation plan: sequence of teams, roles, checkpoints.
Next phase: Implementation.
Start with a conversation about your sales
A short, free call will show whether you need an Assessment and how large it should be.