Approach

ACCELERATE

Momentum for getting you there.

Having a strategy and knowing where you want to lead your sales team is different than getting there.

With the realities of the markets today, people are asking, “How can we get greater efficiency, greater productivity out of our team? How can we leverage the sales and marketing investments that we’ve made?” “How can I speed the time to results?” No one has time for untested methods or processes that fail to use what already exists within the company. That’s why our clients appreciate ACCELERATE, the DSG client delivery process.

ACCELERATE is a proven, repeatable approach used with our clients for nearly two decades. This approach focuses on building solutions specific and unique

to your organization–combining our best with your best to create something valuable and exciting.

ACCELERATE is all about speeding the desired results and outcomes.

Click on each phase of the ACCELERATE process to learn more…

Approach

DEFINE THE ROADMAP

The roadmap–It’s where a journey starts, and it’s where every DSG client project begins. The amount of preparation for the road ahead depends on the nature of the destination. While there are a few possible ways to build a roadmap, they all involve understanding your current situation and developing a plan to achieve desired results.

In some cases, you may choose to undergo a formal Sales Execution Assessment process to analyze your organization, strategy, messaging, processes and tools. The result is a plan for what gaps should be addressed and how. DSG acts as an objective third party, benchmarking your company against what we’ve seen across your industry. The outcome is an insightful report looking at strategy, messaging, process, leadership, and sales infrastructure. The assessment leads to a planning session where we agree on the biggest gaps and show where they have the most impact on sales results and strategy implementation. The most valuable outcome of this phase is a plan to do something about the identified priorities.

Or, you may be ready to start the journey and jump straight into Program Design. During Program Design, DSG conducts a discovery process. Discovery includes interviews (your team, your top people, senior executives, and customers) and document review (existing infrastructure, messaging and collateral). We get a view of the current state and then we build a roadmap or plan for your project. After presenting the plan at a workshop, everyone gains clarity around the solutions needed to reach the desired outcomes.

Following a launch meeting with your whole team to kickoff the project, you have momentum, alignment, and excitement for the road ahead.

We’re ready to start the journey.

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BUILD PLAYBOOKS, CONTENT, AND TOOLS

“Making the complex simple” is a central theme during the second phase of the ACCELERATE process. Through a series of in-person design workshops, web meetings, and conference calls with the client’s project team, we systematically take the best inputs and ideas and translate that insight into consumable content and tools. The term ‘Sales Ready’ accurately describes the nature of each output.

Since there is no generic solution for strategy implementation and sales enablement, we build deliverables specific to your business strategy and situation. All Playbooks, content and tools are developed in collaboration with your thought leaders, top performers and subject matter experts. Every deliverable is based on your products and services, competitive landscape, unique selling environment, and customer segmentation model.

We will work with you to create the tools most vital for reaching your objectives.

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LAUNCH AND TRAINING

Once the strategies, messaging, processes and playbooks are finalized, the journey shifts to implementation. DSG leads planning discussions to determine the optimal launch and training initiatives. These planning meetings also result in documented requirements for post-launch implementation, reinforcement and coaching.

Integration with existing CRM systems is typically a parallel work effort in the Launch phase, and DSG provides advisory support to your CRM team or IT partner to ensure the necessary alignment is accomplished.

Launching the Playbooks and associated skills, knowledge and best practices will incorporate one or more training mechanisms including in-person training, virtual training, video modules, and train-the-trainer. DSG creates the content and curriculum for each of these training mechanisms based on our existing content library and your content created in the Build phase.

The initial launch event is always an in-person or virtual kickoff with managers to ensure leadership buy-in and to prepare managers for their role in reinforcing new practices and skills.
 

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SUSTAIN RESULTS

Launch and training events will build momentum but sustainable results depend on effective reinforcement and coaching following roll-out. We work with you to craft a plan that will ensure all the hard work pays off and is converted into behaviors that have been fully institutionalized.

The Sustain phase incorporates a range of DSG-led activities including coaching and review calls with 1st line managers, planning meetings with senior leadership, surveys, success story capture, team webinars, advanced training, and quarterly workshops with the sales management team. Along the way, DSG reinforces and promotes what is going well and increases focus on areas where results are falling short.

We are satisfied when you achieve targeted outcomes that are sustainable until it’s time to seek the next destination. DSG is committed to equipping you with momentum for the road ahead.