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Develop an IT Strategy to Support Sales

Bring Sales back to your side with a rock star sales technology strategy.

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The painful symptoms of misaligned sales and IT functions can result in:

  • IT/Sales-independent application deployments with low return on investment.
  • Lack of in-house resources to properly execute on Sales-IT initiatives.
  • Poorly defined application maintenance processes.
  • Immature vendor negotiation and project implementation capabilities.
  • No steering committee or formal mechanism for Sales-IT collaboration.

A successful strategy for improving Sales-IT alignment and support can result in:

  • Superior customer acquisition.
  • Increased customer renewal.
  • Increased revenue per customer.
  • Deduplication of effort across sales divisions.
  • Increased sales professional efficiency.
  • Reduced cost-to-sell.

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Module 1: The Benefits of Sales-IT Alignment

The Purpose

  • Review of the importance and benefits of Sales-IT alignment efforts.
  • Identify IT and business drivers and objectives.
  • Define the future state sales business processes to support Sales-IT alignment. 

Key Benefits Achieved

  • Root causes of Sales-IT misalignment identified.
  • IT and business drivers for Sales-IT alignment identified.
  • Risks mitigation plan for Sales-IT alignment developed. 

Activities: Outputs:
1.1 Develop Sales-IT alignment guiding principles from IT and business drivers.
  • Sales-IT alignment project guiding principles.
1.2 Assemble the core Sales-IT alignment strategy team.
  • Sales-IT alignment strategy team and related RACI chart.
1.3 High-level project scoping.
  • Initial project charter for executive approval.
1.4 Define future state sales business processes.
  • Future state business processes.

Module 2: Define the Target State, Review the Current State, and Identify Gaps

The Purpose

  • Gain a systematic view of the current sales application portfolio.
  • Understand the current degree of integration between sales applications and related IT environment.
  • Understand the status of customer and sales-related data. 

Key Benefits Achieved

  • Functionality and integration capabilities of current sales applications evaluated in supporting current and future sales business processes.
  • Posture towards key IT applications and systems architecture decisions developed.
  • Root causes of data quality issues identified. 

Activities: Outputs:
2.1 Assess the satisfaction levels of applications from multiple perspectives.
  • Investment disposition for each sales application.
2.2 Evaluate the current state sales business processes.
  • Inventory of gaps driven from comparison of future and current state sales business processes.
2.3 Develop an inventory of requirements for future state enablement.
  • Inventory of requirements for Sales-IT solutioning.

Module 3: Build Solutions for Sales

The Purpose

  • Learn about various sales-related applications and their best-fit use cases.
  • Organize requirements into logical groupings.
  • Identify opportunities to establish/improve on governance of Sales-IT alignment. 

Key Benefits Achieved

  • Knowledge gained with regards to which sales applications are required to support future state sales business processes.
  • Potential governance structure to create ongoing synergies and collaboration between Sales and IT. 

Activities: Outputs:
3.1 Translate requirements into Sales-IT initiatives.
  • Sales-IT initiatives.
3.2 Score and prioritize Sales-IT initiatives to place on implementation roadmap.
  • Sales-IT initiative implementation roadmap.
3.3 Structure the Sales-IT alignment committee.
  • Preliminary Sales-IT alignment committee.
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