Foundation Building Program
A comprehensive 3-day program designed to build the essential foundation for your sales organization. Using proprietary tools and frameworks, we work with your leadership and sales team to create alignment, clarity, and accountability.
How the Program Works
Throughout the 3 Foundation Building sessions, we utilize the proprietary Vector Sales Advisors Blueprint™ to ensure your sales team has a strong value proposition, clearly defined buyer personas and ideal client profiles, guiding sales principles, competitive positioning, key differentiators, and compelling sales stories.
These elements work together to streamline communication, enable targeted approaches, differentiate your offering, and optimize resources for more efficient sales outcomes.
The 3 Foundation Building Sessions
Progressive sessions designed to build alignment, create accountability, and establish your sales foundation
Foundation Building: Level 1
We invite your Sales Team into the Framework planning process to complete the Sales Team Blueprint™. This entire session focuses on creating a strong value proposition, clearly defining your buyer personas and ideal client profiles, establishing guiding sales principles, competitive positioning, key differentiators, and building compelling sales stories.
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Create strong value proposition that resonates with your target market
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Define buyer personas and ideal client profiles with precision
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Establish guiding sales principles for consistent team behavior
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Develop competitive positioning and key differentiators
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Build compelling sales stories that win deals
Foundation Building: Level 2
Build on Level 1 foundations with role-playing exercises to ensure new messaging can be put into action. We gain consensus on Revenue targets, Key Sales Metrics, and departmental goals for the year while creating accountability through quarterly ROCKS. We finalize quarterly goals for both the team and individual salespeople, and ensure all information is gathered for the new Sales Playbook.
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Role-playing with sales team to practice and refine new messaging
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Gain consensus on final Revenue, Key Sales Metrics, and departmental goals
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Create accountability with quarterly ROCKS (90-day priorities)
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Finalize quarterly goals for the team and individual salespeople
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Gather all information for the new Sales Playbook creation
D3: Discover, Discuss, and Decide Sales Gaps
As you wrap up the fiscal year, we schedule an annual planning session for the owner and Sales Leader only to create renewed strategic direction, establish long-term vision, align goals, and identify opportunities for continuous improvement as we reset goals and priorities for the coming year. These annual sessions ensure the team is aligned to achieve revenue goals, close any sales gaps, ensure you have the right team members, and have a solid plan for the year ahead.
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Create renewed strategic direction and long-term vision
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Align goals and identify opportunities for continuous improvement
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Close any sales gaps and ensure team alignment with revenue goals
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Assess if you have the right sales team members in place
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Reset goals and priorities for the upcoming year
Our Proprietary Tools
Proven frameworks and assessment tools used throughout the Foundation Building Program
Sales Team Blueprint™
Vector Sales Advisors Proprietary Tool
Pages 1 & 2 are designed for the Sales Team as a whole, with individual one-page Blueprints for each team member. This comprehensive tool captures your value proposition, buyer personas, sales principles, competitive positioning, and sales stories in one actionable framework.
Sales Responsibility Chart
Role Clarity & Gap Analysis
Clearly identify the needed roles and responsibilities of the sales organization, then compare those to the abilities of current team members to determine if any gaps exist. Addresses confusion, task overlap, accountability issues, and ensures proper role definition to maximize productivity.
Sales Team Talent Map™
Skill Assessment & Performance Tool
Assess the Skill Sets (BEHAVIORS) and performance (RESULTS) of your sales team. Each team member gets scored, enabling you to provide performance feedback and create written action plans for improvement. This tool ensures you have the right people in the right roles.
3 Common Sales Leader Challenges
These challenges often result in confusion, task overlap, accountability issues, communication breakdown, and reduced productivity
The CEO is the Sales Manager
The CEO doesn't have enough time to dedicate to both functions effectively. When trying to manage the company AND lead the sales team, neither gets the attention it deserves.
Result: The sales organization suffers from a lack of consistent leadership, coaching, and strategic direction.
The Sales Manager is Selling
This creates a competitive environment with conflicting priorities for the Manager. Should they focus on closing their own deals or coaching the team? The dual role creates tension and confusion.
Result: A Sales Manager should be dedicated solely to hiring, onboarding, training, coaching, and building proper sales infrastructure to scale.
Top Salesperson Promoted to Manager
You've now potentially lost your top revenue producer who may struggle in the Manager role. The skillset required to be a successful Sales Manager is completely different than that of a successful seller.
Result: The company loses a great salesperson and gains an ineffective manager—a double loss that impacts both revenue and team morale.