Product Description

The Sales Management Capability Model is a logical and intuitive decomposition of sales functions into granular business capabilities. The Sales Management capability matrix includes about 200 capabilities across three levels.

(Note: As the Sales Management Capability Model is a digital deliverable, we do not accept returns or issue refunds. So, please read the product description and the terms carefully.)

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Strategic Rationale for Transforming the Sales Management Function

Companies must constantly adapt and evolve to maintain a competitive edge in today’s rapidly changing business landscape. Therefore, transforming the sales management function is crucial for organizations to thrive in the long run. The strategic rationale for this transformation includes the following key drivers:

Customer-centricity: Modern customers demand personalized experiences, tailored solutions, and exceptional service. By transforming sales management, companies can better understand their customers, identify their needs, and deliver value through a customer-centric approach.

Digital transformation: With technology at the core of most businesses, digital tools can provide valuable insights, streamline processes, and enable a more efficient salesforce. Embracing digital transformation helps companies stay ahead, drive growth, and meet customer expectations.

Data-driven decision-making: Sales teams that utilize data and analytics can identify trends, opportunities, and areas for improvement. This data-driven approach enables companies to make informed decisions, optimize sales strategies, and allocate resources more effectively.

Agility and adaptability: Market dynamics and customer preferences are constantly changing. Transforming sales management allows companies to remain agile, respond quickly to market shifts, and seize new opportunities.

Sales Capabilities as the Cornerstone of Transformation:

SalesS business capabilities can serve as an anchor and foundation for driving the transformation of the sales function. Business capabilities encapsulate what business does. By leveraging their sales capabilities, companies can identify improvement areas and develop new strategies to meet evolving customer needs. This can involve investing in new technologies and tools to understand customer behavior better, creating more effective messaging and content, or improving customer experience. By enhancing sales business capabilities, companies drive innovation and growth while remaining competitive in today’s fast-changing business landscape.

Sales Management Capability Model Deliverables

The Sales Management Capability Model includes the following artifacts. (The map comprises about 200 sales capabilities.)

• An Excel spreadsheet with a grouped list of capabilities.
• A PowerPoint presentation with the top two levels presented in a nested visualization.
• A Word document with capabilities in a multilevel list format.
• Capability Definitions (at Level 3)
• Capability KPIs (at Level 2)
• Plus, bonus files.

Value of the Sales Management Capability Model

A business capabilities model is a fundamental and foundational entity in the business architecture continuum.

The Prospect to Customer and beyond value streams have emerged as a mission-critical function, particularly in a customer-centric, omnichannel world. The Capstera Sales capability map encapsulates the essence of sales function with a detailed, multilevel capabilities list.

There are several benefits from business capabilities, including, among others:

• Foster alignment between business and IT using capabilities as an everyday language.
• Capabilities are structurally sound and internally coherent abstractions of business functions.
• A capability-based roadmap eliminates redundancy and replication and focuses on capability evolution.
• Juxtaposing capabilities and systems/applications provide a footprint analysis and can lead to better application portfolio rationalization decisions.

Created by business architects and sales domain experts, the Sales management capabilities map is detailed, in-depth, and conforms to the construct of MECE (mutually exclusive and collectively exhaustive).

Will these Capabilities Fit our Company?

As a generic, multipurpose set of capabilities list, we strive to meet 60-80% of a firm’s needs, not 100%. Please get in touch with our business architecture consulting team for paid engagements if you need additional customization.

• Business Capabilities Matrix: A functional area occupies one box in many business capability maps. Some may wonder why we decomposed the capabilities into 100X or more capabilities. We humbly submit that one box or entry in a one-page diagram is Wall Art, not an implementation tool. Decomposing capabilities into a nested list of granular items will help understand a capability’s depth, breadth, scope, and importance. It is also possible that some capabilities in our matrix may not be relevant to you. Similarly, we may have captured and documented some relevant and essential capabilities of your firm.
• Capability Definitions: The definitions do NOT cover every capability as, at a certain level of granularity, the capabilities are self-evident, and their meaning is self-explanatory. We try to provide definitions at a granular level we think is appropriate. Please feel free to add, expand, or modify the definitions.
• Capability KPIs (Key Performance Indicators): We added a few KPIs for capabilities (mostly at Level 2) to get you started. You may not measure these KPIs in your company and have an entirely different set of metrics. Again, use them as a springboard, and not debate the applicability to your firm.

And lastly, a note about the cost:

Well, the cost of our capability models is less than an inexpensive team dinner or far less than the loaded cost of a team of four spending an hour in a conference room whiteboarding the capabilities.

Furthermore, avoiding the blank slate syndrome and jumpstarting the capability-building process will ensure you can spend more time socializing, refining, and executing the ideas.

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