Transforming Sales Execution: Traditional vs. Innovative Approaches PPT

This PPT slide, part of the 44-slide Ultimate Revenue Growth Strategy Guide PowerPoint presentation, outlines a comparative analysis of traditional versus innovative strategies for executing sales and incentive programs. It categorizes various elements into 2 columns, highlighting the differences in approach.

Under "Goal alignment," traditional methods focus solely on financial targets, while innovative strategies integrate both financial and non-financial goals, suggesting a more holistic view of performance. This shift indicates a recognition of the importance of broader organizational objectives beyond just revenue.

In terms of "Role-specific incentives," traditional approaches utilize a single incentive scheme for all sales roles. The innovative approach, however, advocates for differentiated incentives tailored to specific roles, which can enhance motivation and align individual contributions with company goals.

The "Split incentives" section reveals a significant change. Traditional methods credit 100% of sales to one representative, potentially leading to competition among team members. The innovative model proposes splitting incentives based on effort, promoting collaboration and teamwork.

For "Pre-sales incentives," the traditional model relies on basic KPIs tied to deal closures. The innovative approach suggests a more nuanced understanding by incorporating cycle-stage specific KPIs and pay-outs, which can lead to more effective sales strategies.

"Omni-channel incentives" show a similar evolution. The traditional view incentivizes only direct sales, while the innovative perspective includes omni-channel sales, recognizing the importance of multiple sales avenues in today’s market.

Lastly, the "Advanced analytics based target setting" section contrasts basic business intelligence with advanced analytics, underscoring the need for data-driven decision-making in modern sales strategies.

The metrics at the bottom of the slide indicate key performance indicators that measure success, emphasizing a focus on year-over-year sales growth, diversified goal attainment, employee satisfaction, and cross-team collaboration.

This slide is part of the Ultimate Revenue Growth Strategy Guide PowerPoint presentation.

Crafted by BCG and EY Consultants and Adopted by Fortune 500 Titans: The Ultimate Revenue Growth Strategy Framework provides a ready to use toolkit for Skyrocketing Sales and Sustained Profitability.

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