Action Plan, Sales

• Have a more defined sales process map along with an increased focus on performing more detailed discovery with the prospect.

•  Have increased levels of sales training, role play and sales management focus to develop effective execution.

• turn their salespeople into a consultative role, this becomes critical.  We have labeled this Business Guidance selling.

• review Sales compensation models, they may need to be re-defined as well, we recommend various plans based upon the 4 levels of cloud maturity and the business goals of the organization.

"Sales execution must be brilliant in a cloud model because of reduced margins and short term revenues and the need to dominate your marketplace."