Sales System Infrastructure Roadmap / Development
Creating a strong foundation will allow you to spend more time on big picture thinking
A fundamental requirement of any fast growing sales organization is to drive efficiency and ramp to productivity for your sales force. Defining a strong systems infrastructure for scale will allow you to do exactly this.
Through our Systems Roadmap and Development offering, we will audit and assess your current state systems infrastructure (which is typically your core CRM as well as any Sales 2.0 technologies developed on top) and provide our recommendations for setting up your systems architecture for short, medium and long term business requirements.
Current State Security Risks
When first developing your sales systems footprint, many companies rely on out of the box setup for their overall security architecture. The reality is, when you start to rapidly scale your sales team, poor security settings can become a costly mistake. SalesSource consultants can address this gap by doing a comprehensive security audit of your current sales systems. The areas of focus include reviewing visibility & accessibility settings, assessing when to refine your OWD (org wide default security settings), sharing rules, and general security posture for all supporting systems built/integrated on top of your CRM.
The next phase involves building out a best-of-breed sales 2.0 technology stack. ABSD models are so powerful today because of the software available to understand, segment, and engage your target accounts at scale. These tools sit on top of and within your CRM to enable meaningful prospect engagement for your SDR team and actionable reporting for leadership.
Sales Technology 2.0 Stack
With a TAM developed and technology configured, the next step in implementing ABSD is creating the actual process from lead generation through qualified opportunity. The sales process outlines key milestones across the marketing, SDR, and sales functions, in addition to detailed sub-processes, roles & responsibilities, and definitions for each stage of buyer’s journey.
CRM Administration / Support
Finally, we outline key measures of success and operational metrics that allow you to make decisions about your go-to-market strategy. These include leading indicator performance metrics like average touches per lead, output performance metrics like meeting-to-opportunity ratio, and strategic KPIs like average pipeline generated per target account.