What is it?
The Sales Trends Canvas is a tool designed for sales executives and salespeople to analyze trends impacting the effectiveness of their sales organization. It offers a structured approach to understanding market dynamics and their influence on sales strategies.
Useful for:
This canvas is particularly effective in facilitating sales-focused strategy workshops. It encourages participants to:
- Identify key market trends and understand their impact on the sales organization and its value proposition.
- Demonstrate how market trends necessitate specific changes within the sales organization.
Application:
The canvas is versatile and can be applied in various contexts, including:
- Workshops: It guides discussions among participants to identify significant market trends and develop strategic responses.
- Awareness Building: It aids sales personnel in understanding the link between market trends and sales strategies.
Process:
Step 1: Identify Current Trends
Participants list the main changes observed in their business market, customer behavior, and value propositions over the past 5 to 10 years.
Step 2: Identify Current Change in your Sales Organisation
List changes within the sales organization in areas such as coaching, rewarding, recruiting, required competencies, processes, roles, and responsibilities.
Step 3: Connect the trends with the changes
Use the canvas to link market trends with customer trends, impacts on value propositions, and subsequent effects on the sales organization.
Step 4: Discuss the changes that are needed
After mapping the major trends and their impacts, discuss and identify the necessary changes within the sales organisation.
Tool
