Unleashing the potential of GASP

Why SPARK?

Developing and Executing an effective Go-To-Market (GTM) Plan is crucial to achieving the twin objectives of building Sales Turnover and Profitability for any sales organisation. There are many different approaches used to develop a GTM, but the most effective & comprehensive ones focus on inculcating an execution mindset for guaranteeing the Results.

So how can we develop a GTM that can guarantee twin Results of building Turnover & Profitability ?

The first step is to pan out the Sales Processes that will determine the desired outcomes by using GASP^®—Generally Accepted Sales Principles.

Next is to have a tool that works to rally the sales team around GASP^®, make them adopt it as it can give THEM success, thereby ensuring 100% flawless planning & execution.

SPARK – Sales Productivity Acceleration and Resource Kit is the answer to both requirements, created to unleash the full potential of GASP^®

How does SPARK work?

SPARK works in 3 Phases:

PHASE 1: GASP^® Assessment & Diagnostic Study (8 weeks)

Phase 1 runs over an 8 week period using GASP^® to develop a draft GTM with KRAs to plug sales productivity leakages.

How it works

In this Phase a thorough study of all aspects of the sales organization on a “as-is where-is” basis is conducted and the existing GTM evaluated for across Customers, Sales Partners, Sales Teams & Sales Operations. We are looking for the sales productivity leakages that effect the sales development adversely and even fixing the low hanging fruit as the study progresses resulting in a draft GTM Plan with detailed KRAs for implementation in Phase 2.

PHASE 2: GTM Pilot Execution of the GTM KRAs in a Pilot mode (3 Months)

How it works

In this Phase a GTM Pilot is designed to roll out KRAs with the involvement of the Sales Team before a companywide roll out of the revised GTM Plan can be undertaken. This ensures the Sales Team buy in and a higher probability of success of the Plan. This Phase relies heavily on On-The-Job Training (OJT) and delivers the final GTM for roll out in Phase 3.

PHASE 3: Build-Operate-Transfer (BOT) mode (6/9/12 months)

How it works

In this Phase the Revised GTM with the GASP^® Processes is rolled out across the sales organisation and Mentors from the GASP^® Sales Academy take on the role of “Fractional Sales Directors” to handhold and cement the new Sales Operations Manual (SOM) that delivers superior Business Results. At the end of the specified period – usually between 6 -12 Months – the SOM is handed over to a Process Owner in the organisation and the Mentors then exit the Project.

What does SPARK deliver?

The Sales Productivity acceleration initiative delivered by SPARK has a far reaching impact on the Sales Organisation and the overall company as well.

Though at the base level it delivers an optimum Go-To-Market Plan that builds

Sales Productivity
Customer Reach & Penetration
Sales Turnover
Business Profitability

It actually impacts the sales organization at a fundamental level , at its core : Bringing a bias for EXECUTION in the sales organization, developing sales teams who are now more willing to go beyond their brief in their day to day work and also more convinced about the Products they sell.

This change augurs well for the organization as being a preferred place to work and plays a large role in ensuring that their Customers get the best Service.

To learn more about how SPARK can help your organization to be more efficient, CLICK HERE.

Ready to transform your sales process?

Take the first step towards unlocking your business’s full sales potential. Contact us today to explore how SPARK (powered by GASP^®) can propel your organisation to new heights of success.

Get A Free Consultation