This is a conceptual proposal written for Dayforce’s sales leadership team.   

It’s based on our observations over the past 24 months of working with Dayforce at various levels across and within the organization.  

We want to assist you in creating the Dayforce Way of Selling vision, architecture and roadmap.  

The document is divided into four parts: 

  • Our understanding 

  • High-level observations 

  • A Future Vision 

  • Ways esellas might help

 
 
 
 

ONE: Our Understanding

The Dayforce plan is to:

  • Grow revenue to $2b by 2025

  • Drive Global Sales 

  • Mature the Partner Ecosystem

  • Drive Customers for Life

  • Advance the Employee Experience

  • Expand in the Enterprise and geographies 

To achieve these outcomes, the sales organization is:

  • Implementing a sales methodology to create a common language 

  • Investing in conversational intelligence 

  • Leverage a right-to-win framework through buyer propensity models 

  • Experimenting with new models of guided sales support 

  • Ensuring a culture of performance and clear idea of what constitutes ROI

 
 

TWO: Our Observations

Esellas has worked with various people across Dayforce’s ecosystem for the past two years.   We’ve seen many positive developments as well as a few areas of opportunity:

On the positive side, we’ve seen. 

  • Pockets of high-performing sales practices 

  • Individual leaders who are putting their signature on their respective areas

  • Strong support from leaders and functional areas within the ecosystem

  • A recognition that there’s a need to do more to take advantage of the opportunities for future:

Some Opportunities include: 

  • A shared future vision

  • Increased Cross-functional collaboration 

  • Developing front-line leaders 

  • Improve adherence to process and implement standard practices 

  • Improve data quality  

  • Provide real-time sales support 

Focusing on these opportunities could have a measurable impact on key metrics like win rates, cycle times and CAC, as well as the following benefits: 

  • Improve overall sales execution 

  • Reduce redundancy across the ecosystem 

  • Retain tribal knowledge 

 
 

THREE: Our Vision 

The Dayforce Way of Selling.

An agile and dynamic sales methodology incorporating the best-of-breed capabilities from 3rd party providers and best-in-class practices within the Dayforce sales organization.  We would apply Revenue Reimagined™ to help us get there fast, with certainty and at a fraction of the cost of other methods.

Our approach creates strategies that work. 

  • Esellas brings an objective team of B2B enterprise sales professionals with an outside market perspective and an understanding of Dayforce’s strengths and weaknesses. 

  • We will work with key stakeholders across sales, revenue enablement and operations to get a holistic view of the operation. We look across the entire system from the lens of both the client and seller’s experiences, as well as getting leaders out of their silos and the repetitive sound bytes from their internal echo chambers.

  • Through the collaborative experience, we will create a shared picture of the future of Dayforce’s sales strategy while considering the context and market dynamics. 

Together we:

  • Identify the forces that can enable or disrupt any opportunity.

  • Establish clear outcomes, signs of achievement and success measures. 

  • Identify forward-thinking client acquisition strategies and scenarios. 

  • Identify opportunities for improved processes. 

  • Define how we will equip Dayforce’s sales teams with the tools and technologies they need at every step of the sales cycle. 

Revenue Reimagined is a collaborative visualized experience allowing the Dayforce to arrive quickly at a shared vision and execution plan.  

 
 

How It Will Work

Revenue Reimagined is a rapid and immersive engagement to analyze Dayforce’s current sales strategy and operations objectively. 
Dayforce’s leadership team must determine what matters and why change while building the blueprint and plan to transform.We always agree on the task and desired result in advance and call that the exam question (see example below). What follows is then in total pursuit of the answer. 

ONE - ASSESS

A handful of stakeholder interviews were conducted to obtain more insights into the organization’s key goals and objectives, assess leadership alignment, and determine the level of intervention required to change.

TWO - EVALUATE

Then, analyze all the data collected to identify the insights. We will create a framework for the collaborative conversations that will answer the exam question. This phase will drive important market context and identify the maturity of the organization’s assets, culture, challenges, gaps, and opportunities to guide the next steps.

THREE - ENGAGE

Bring together the most critical stakeholders (e.g. sales and revenue leaders leaders) to participate in a workshop to inspire, motivate and instill ownership of the transformation. 

This part will create ownership of the new vision of the revenue operation. It will uncover the key themes that clarify the path the business needs to take to achieve that vision and the obstacles that must be cleared along the way. 

The team will emerge energized and prepared to implement the new strategic and operational direction.

 
 

FOUR - EXECUTE

Following the session, we develop the tools and instruments for sustaining the plan into execution.

These become the key deliverables for the transformational journey. 

  • A detailed summary of insights and the imagery from the team workshop - a new strategic narrative

  • A set of recommendations on how to close your gaps, take advantage of your opportunities, manage your challenges and implement needed changes

  • An operational blueprint of the systems, capabilities, technologies, processes and resources needed to implement your new high-performing, sustainable revenue function.

Reimagining a new approach to revenue is a journey. It requires support from all facets of the organization, from the c-suite to each individual contributor. Collaborating with a third party gives you the credibility and confidence to lead the change.

 
 

High-Level Outline Of The Session

The Team Checks In On The Exam Question - Sample Exam Question:

“What is the vision, strategy and plan to achieve sustainable growth and reach $2BN in revenue by 2025?” 

Subtext: - Align as a leadership team around the key themes/focus areas for transformation and identify the potential barriers. 

As an example, the team would engage In The Following Critical Conversations.

The preparation work will understand and bring insight as a stimulus and context for the conversations.

  1. Outcomes And Goals (What the business wants to achieve)

  2. The Signs Of Achievement (What are the key metrics, measures and hoped-for data points (currently) that would signal success and progress)

  3. The Market Dynamics, Forces And Headwinds (What’s going on in the market - the pressures, the changes and the general sense of what’s happening - primarily outside of our control)

  4. The Internal Challenges (What are the barriers, roadblocks and important challenges right now and would stop progress towards the resolution of the exam question)

  5. The Dayforce Vision (What’s the inspiring story we want to tell) (We see a world where…)(What’s going to light up and differentiate us in the future) What is our strategy going to result in… very different to our objectives and outcomes as a business.

  6. The Critical Success Factors (What is essential to be in place to make sure we achieve the vision and outcomes and overcome the challenges) (This may only emerge after the session) 

  7. The Future Growth Scenarios/Opportunities (What possible models, initiatives, themes and plays are on our minds to achieve the goals and answer the exam question)

  8. The Roadmap And Action Plan (What milestones, horizons and time scales and what actions and initiatives (at a high level) will we need to achieve and build)

  9. The Operational Model (How must we work in the future to make sure we are able to achieve the outcomes and vision)

 
 

WHAT IT COSTS

$150,000*

*Travel and expenses are charged at cost.

TIMING

The Dayforce Revenue Reimagined Program will take approximately four weeks to account for scheduling, including research, preparation, stakeholder interviews, team sessions, and development of the deliverables.

EXPECTED OUTCOMES

  • The intervention drives alignment with the stakeholders and lays out the future model and how to get there.

  • Identifies customer acquisition strategies, scenarios and remedies. 

  • Establishes the critical processes to manage deals. 

  • Identifies the tools and technologies the teams need to be successful.

  • The inspiration to fuel the company to have breakthrough success includes strategies to drive greater focus, larger deals, and ideals for inorganic growth.  

 
 

ABOUT ESELLAS

esellas, the Revenue Performance Company, is on a mission to bring joy back into selling while helping companies generate revenue with Integrity and grow responsibly.  We deliver a strategy-led system of selling that gives the organisation the intelligence, inspiration and instincts to win in the market. 

We call it Revenue Performance Management  (RPM). 

We consider ourselves a strategic accelerant - a catalyst for better performance.  We help senior revenue leaders envision how best to grow their businesses and make smart decisions about where to place their bets while ensuring their teams consistently execute. 

 
 

Esellas RPM™ is built with a purpose - intelligence powered by creativity.  

The outcome is more loyal clients, higher win rates, faster revenue cycles, and more predictable revenue at the lowest customer acquisition cost.

For more information, contact

info@esellas.com