Cracking the code on Sales Process implementation
A publicly traded global communications company that had experienced exponential growth needed to reassess the effectiveness of their sales process in regards to customer engagement and revenue conversion, as well as process adherence within the revenue org. Some of the questions they needed to answer included:
Does our sales process properly address the different segments and markets we are selling into?
Are there geographic and regional considerations we need to take into account?
How do we increase adoption and integrate the sales process with existing coaching conversations between managers and reps?
How do we ensure process execution and skill reinforcement for reps?
Level213 worked in collaboration with the global enablement and sales leadership teams to guide the audit and revamp of the existing sales process to align with value selling strategies, as well as segments, markets, and geographies. Once finalized, the sales process was launched in regional sessions, starting with sales manager sessions to address the management components and then followed by rep sessions to address the stage level execution aspects. After the initial launch, reinforcement workshops and resources were layered over several months to ensure process adoption and skill development. Reinforcement and resources included:
Sales manager workshop series to build process management skills focused on Deal Management, Deal Velocity, Conversion Rates, and Joint Engagement Plans
Accountability partners and application exercises for sales managers between workshops
Stage level reinforcement training for sales reps with practical applications to support skill development and process execution
Sales Process Coaching Guide for sales managers, including MEDDPICC criteria
Sales Process Key reference guide for stage level objectives, exit criteria, and activities
Growing Revenue & Customer Lifetime Value Through Strategic Enablement
A late stage, venture backed SaaS company specializing in content infrastructure management and digital experiences had secured their largest funding round to date and needed to execute on strategic account management to increase revenue, market share and customer lifetime value.
Level213 partnered with senior management to create and facilitate multiple customized training events for reps, focused on maximizing revenue from high potential accounts in their existing client base. Training events were paired with ongoing in-person and virtual coaching to support learning integration and seller effectiveness for the global selling team. As a result, the company achieved 95% revenue growth in one year.
An enterprise software company was acquired into a Fortune 100 company, requiring their Sales Enablement function to operate more strategically and align with larger corporate goals.
Level213's accelerator program was instrumental in the Sales Enablement leader’s shift from reactionary and tactical to strategic and impact driven, resulting in a strong collaboration between Enablement and Sales and Marketing stakeholders as they move forward with strategies to expand their product offerings and influence in the market.
ALIGNING ENABLEMENT WITH EXECUTIVE MANAGEMENT
Establishing Scalable Sales Enablement
An early stage, venture backed SaaS company specializing in health care and integrated practice management needed scalable processes, tools and systems to support the effectiveness of their rapidly growing revenue generating teams.
Level213 partnered with their revenue management team to build out, deliver and train on an enablement foundation that leveraged a combination of onboarding, sales and account management playbooks, role based certifications and progression paths, sales process, rep and management coaching, customer retention, and the implementation of a trusted knowledge management system platform.
A late stage, venture backed company offering a growth marketing platform that focuses on customer experience and lifetime value needed to transition their Learning Management System (LMS) from a legacy solution to a more modern solution to support the revenue team’s hiring, onboarding and ongoing development needs.
Level213 partnered with the company’s internal Enablement team to source content from multiple systems, apply instructional design best practices and curate content in a new LMS platform. The resulting content and learning paths provided a scalable solution, role specific enablement, and were optimized for remote learning.
Optimizing Learning Management Systems for Scaled Enablement
Aligning Processes & Teams to Support Product Launch
An early stage, enterprise software company providing a platform to power impact driven philanthropy needed to streamline and align internal processes between Go-to-Market teams to support revenue goals and a new product launch.
Level213 partnered with executive management and revenue leaders to build out a new sales process and buyer journey aligned with the product offerings. Internal alignment to support these new processes was created via systems integration and clearly defined communication and ROE between the sales, professional services and implementation teams. Additional coaching frameworks for the sales team were also created for sales management to reinforce effective process implementation and revenue goal attainment.
An early stage, venture backed company providing a predictive analytics and insights platform to the digital media and publishing industries was investing in their business development sales team as part of their growth strategy after securing a Series B funding round.
Level213 worked collaboratively with executive management to determine desired outcomes and then engaged in a 1:1 coaching capacity with the business development sales team manager to facilitate execution on deliverables. This coaching initiative included skill development and execution across a broad range of areas including: team and individual management, effective onboarding, performance management, career progression, data driven decisions making, strategic positioning and advocacy, and effective communication with executive and business stakeholders. As a result of the coaching program, new hire ramp time was reduced by over 30% and quota achievement was consistently attained across the BDR team.
1:1 Management Coaching to Create Revenue Multipliers
Translating Sales Expertise into Enablement
A late stage, venture backed SaaS company specializing in website management wanted to capitalize on internal expertise by leveraging a member of their Sales team to establish and head their Enablement programs.
Level213’s accelerator program provided the structure, templates, core knowledge and training required to support a former Account Executive in the translation of sales expertise into true enablement, resulting in solidifying scalable and effective Sales Enablement programs for the entire revenue generating team.
The Impact of Enablement
An early stage, venture backed SaaS company specializing in communication and collaboration was investing in Sales Enablement as part of their growth strategy coming out of a Series B funding round.
Level213’s accelerator program provided the guidance, structure and training to support a new Sales Enablement lead to manage onboarding and training programs for Sales, Customer Service and Support in two global offices, implement learning and content management tools, and spearhead sales kick off events, all while achieving a 70% decrease in new hire ramp time and a 34% increase in team participation to quota.
Impactful virtual SKO through strategic enablement
An early stage, venture backed data analytics company with a proven diagnostic analytics platform needed an impactful and effective way to enable their go-to-market teams at a virtual SKO event where they planned to launch strategic initiatives -- including an updated sales process, pricing framework, and new product release with a pitch deck and demo.
Level213 worked cross-functionally with GTM, Operations, and Product leadership to structure comprehensive enablement for the SKO event; including developing and facilitating customized engaging training sessions, designing the new pitch and demo certifications, and creating foundational assets for ongoing training and onboarding.