Revenue Growth Association

Charting the Course –
Reimagining the Future of Sales

Waypoint Overview

The sales function is long overdue for a re-think. Traditional sales organizations rely on fragmented tools, processes, teams, and GTM structures - leading to misalignment, inefficiencies, lack of agility, and unpredictable revenue results. Enterprises have tried to improve sales by enhancing specific elements, such as CRM, enablement, and analytics, but disconnected fixes don’t solve the core problem.

AI presents an opportunity to reimagine sales holistically, rather than making incremental improvements to a broken system. Instead of iterating on legacy frameworks, we use First Principles Thinking to design a clean-sheet, AI-centric sales model.

The Strategic Visual Blueprint™ (SVB) helps leadership teams:

  • Define what “winning” looks like in an AI-powered market.
  • Align on how AI will reshape customer engagement, sales workflows, and execution models.
  • Identify what’s working, what’s broken, and where AI can deliver the greatest impact.
  • Create a prioritized roadmap for transformation, ensuring clarity and alignment.

RGA Guide Services: Creating the Strategic Visual Blueprint™

RGA facilitates a collaborative, visually-driven session to help enterprises:

  • Reimagine the sales function under an AI-centric model.
  • Align leadership teams on future-state priorities.
  • Identify current tools, AI efforts, and gaps in existing sales workflows.
  • Develop a high-level transformation roadmap.

The SVB provides immediate clarity through real-time facilitation and visual mapping, avoiding lengthy reports and static strategy documents.

Defining the Sales Operating Model

The sales operating model consists of four key components:

  • People/Talent – Roles, skillsets, natural talents, and how sellers are enabled and deployed.
  • Processes – Sales methodologies, engagement models, execution playbooks.
  • Technology/Tools – Sales automation, CRMs, enablement platforms, sales ‘tools’.
  • Metrics – Activity & performance tracking, leading indicators, lagging indicators, execution efficiency, revenue forecasting.

The SVB captures how AI will impact each of these areas to ensure a cohesive and strategic transformation.

Approach: How We Create Your Expedition Map

The journey toward AI-driven sales transformation follows a structured approach:

  • What does the revenue engine of the future look like?
  • How will AI reshape buyer behavior, sales execution, and go-to-market structures?
  • What will differentiate the company’s revenue model from competitors?

Travel Time: How Long This Takes

The process duration depends on the organization’s starting point:

Delivery Options: On-site, Remote, or Hybrid.

What’s Next? From Vision to Action

With an SVB in hand, enterprises now have:

  • A clear, aligned vision for AI-powered sales transformation.
  • A high-level roadmap to guide next steps.
  • A transition strategy that minimizes disruption.

At the next waypoint, we shift from vision to execution, defining the AI-powered revenue enabling architecture.

WAYPOINT 2