What I offer
Commercial/ Revenue/ Sales - Pipeline
Building the GTM plan and linking it to the business growth goals. Defining and setting goals for Leads, MQL’s, SAL’s and SQL’s. Also the trial/ evaluation process (where relevant), marketing engagement, nurture campaigns, markets, ICP’s, sales targets (net new & growth), Success etc.
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Commercial/ Revenue/ Sales - Execution
Sales methodology, processes & structure defined, recorded for future reference & the team trained/ coached accordingly. This could also include commission plans, activity measurement plans, performance improvement plans, dashboards and reporting, technical demonstrations, CRM workflows.
Commercial/ Revenue/ Sales - Onboarding and Support
Are customers success criteria met within the agreed timescale and go live date. Are they subsequently supported throughout their onboarding phase and onwards. Is customer happiness measured and how does this happiness dictate how they are supported.
Commercial/ Revenue/ Sales - Expansion & Success
Ensuring customers meet contractual obligations and growth expectations. How is penetration & utilisation measured and dealt with. What growth is expected and how will this be delivered. Upgrades, Downgrades, Churn, Cancellations, what are the expectations, measurements and processes needed.
Commercial/ Revenue/ Sales - Recruitment & Development
What heads are needed and what roles should they fulfil. What is your recruitment methodology/ strategy and how do you ensure you attract and retain top talent. How do you manage performance, support poor performers as well as motivate and develop high achievers. What culture do you want to
