What does a simple 10% improvement in your sales approach represents?

What return can we expect from a sales transformation project? Let's do the exercise with a simple modelisation where the effort is systemic across the sales organisation: strengthening accountability, activity generated, the ability to sell on value rather than pure features and benefits, access to decision-makers early in the process, better management of teams to guarantee activity, accountability and all these different elements. And let's limit the improvement to a mere 10% throughout to see what the improvement in revenue would be?

The take away?

1- Don't just concentrate on prospecting, for example. This is the lowest return in terms of effort. Important. But not enough

2- Improving value-based selling, with an improved activity, gives twice as much uplift vs just focusing on opportunity generation.

3- A holistic focus on mindset, access to decision-makers early on in the process, and better sales management gives an uplift of 33%, assuming an improvement of only 10% in these various components of a sales machine.

A picture is worth a 100 words 

As the voice over is in French, here is a short visualisation of the respective impact of improving just the prospection by a simple 10%, then up-skilling on value selling by a mere 10% while maintaining additional activities and then, with the same level of up-skilling (10%) but across the entire sales process and sales management.