Buyer-Focused Sales Playbook

Solution

RevGen collaborated with the client to develop a sales process and methodology that aligned with customer buying stages.

We began with a comprehensive review of the structure, compensation, processes, talent management, and performance management of the sales force. Next we solicited feedback from our client’s customers to identify business buying stages and preferences to understand how our client could best meet their needs.

After the review, we helped the client:

• Develop a comprehensive sales process. We created a framework for sales representatives to identify key buyer activities, selling activities, sales tools, stage definitions, and exit criteria to provide guidance throughout the buying process.
• Create a standard sales methodology. We developed a repeatable procedure to help sales representatives navigate familiar challenges across the sales lifecycle – whether they are at an initial sales call or conducting contract negotiations.
• Produce a sales playbook. We created materials to educate sales representatives and managers on roles, responsibilities, and key selling activities. Core elements included developing personal business and marketing plans, establishing activity cadence, and modeling prospecting activity.

Lastly, we provided guidance for implementing, communicating, and reinforcing the new sales process and methodology in the field to maximize the adoption and application of the new process.