Here’s an outline of Fusion’s strategic sales blueprint process in 6 steps.
1. Prepare. We need to work with the executive sponsor, usually the SVP of sales or the VP of sales, and learn a little more about the organization. What is the corporate strategy? Who should the audience be in the sales blueprint exercise? From there, we really contextualize the blueprint, but first we need to prepare.
2. Draft the blueprint. This is a 2-day work session with 8 to 12 sales leaders and some other functional leaders to do some visioning and what we call ‘feet-on-the-ground analysis,’ to discover where we are today. Then we draft the shared purpose or vision statement, the goals and the tactics. Step two is all about drafting.
3. Engage. We then engage by devising some work teams from that first session. Their job is really to shape the metrics further: doing some research around the bull’s eyes and really honing some of the tactics.
4. Present. Here they bring that back in a one-day session to really present back, “Here’s the bull’s eyes. Here’s why. Here’s what we feel the three or four tactics should be.” We gain agreement in this step, in that session, and we also devise a communication and implementation plan.
5. Finalize the blueprint. This step involves helping the sales leader and their team with the launch. How are you going to launch this blueprint? Is it through a roadshow? Is it through a national sales conference? What will be the methodology to communicate and to launch the blueprint?
6. Review. The final step is to review it. We firmly believe in review and plan what we call RAPs, which is a quarterly session where you look at where you’re tracking. That’s a checkmark. Were you tracking okay? We give that an okay. Were you not tracking? That’s an x. We actually work with our clients to analyze and to review the tactics in these three areas.
The benefits of the strategic sales blueprint are to really get a better and clearer view of what the strategy is, the direction and the focus of the sales force over the next 3 years.