Sales transformation

Sales transformation refers to the comprehensive process of redesigning and improving an organization’s sales strategies, processes, tools, and overall structure to achieve growth objectives. A sales transformation is typically a signficiant undertaking that begins with defining growth imperatives and objectives, evaluating the market opportunity, and then designing a GTM that will support growth over both the short- and long-term. Focus areas for a sales transformation often include opportunity modeling, account segmentation, channel strategy, sales coverage and job roles, sales compensation, and sales enablement.