In this COVID-19 situation, business owners are struggling with their sales performance. Beating the market consistently to stay on top is challenging. It takes super internal capabilities and remarkable commercial knowledge about the marketing & sales niche to deliver the above-market growth.
Today, executives need to concentrate on building capabilities like they had while transforming businesses in the 1980s. Nevertheless, it was a daunting task and 70% of businesses failed the transformation. It was because the organization was unable to adapt to the new behaviors completely and quickly. Therefore, business owners are overly cautious and often doom their transformation efforts. Any kind of transformation needs courageous leadership.
Breakthrough3X offers a system that leads to profitable commercial transform with low stress.
Commercial transformation of sales and marketing capabilities
The commercial transformation process involves upgrading the sales, marketing, and pricing capabilities to improve margin and end revenue. Here is a new approach that can deliver and sustain above-market growth.
Identify your strengths and weakness
Successful businesses get familiar with their strengths and vulnerabilities against all commercial capabilities and prioritize according to their goals. Every visionary goal is connected to a clear timeline creating remarkable energy to initiate the change.
Create a dedicated transformation team
A commercial transformation team will be led by CEO, sales department head, and chief marketing office but even add leaders of sales, marketing, and operations to ensure that they are a team and the company respects their participation. Include communication and HR professionals along with a project manager that keeps everyone on the same page.
Commercial transformation is a lengthy process and involves risk-taking. So, the team members must trust one another and keep their morale high all the time. To build trust concentrate on understanding every team member’s attitudes, motivation, and triggers. Even the team member has to be aware of their own and their colleague’s motivations to move efficiently on a transformational path.
Score swift wins
Focus on initiatives that can impact early and then you can build for more changes. Even skeptical inside and outside the company realize that the commercial transformation was worth the chase and doable. The quick wins can also help to fund the extensive transformation.
Activate the organization
Transformation leaders need to plan a strategy to push changes across the company.
- C-suite has to shift their perception and mentality, develop new dealerships as well as change management skills.
- Managers need to concentrate on training, problem-solving, and product knowledge.
- Frontline sales staff needs to be skilled in pricing analytics, and consultative selling.
Allocate the right people for activating the transformation process across the company. A strong leader ensures that the energy, enthusiasm, and momentum stay sustained across the process.
Hardwire performance culture
Hardwire high-performance culture across the company to assure above-market growth. You need to define company policies to reinforce behavior and shape new habits. Put the right metric to keep check of the performance and adjust accordingly. It helps to understand what works and what doesn’t.