Our Sales Consulting Focus
Sales organization effectiveness. Growth opportunity identification. Sales process assessment to establish a baseline for continuous improvement. Sales management evaluation to define consistency in how sales leaders drive team performance. Salesperson assessment to leverage strengths, redefine priorities and identify skill gaps. Sales compensation plan redesign to ensure financial rewards align with your company’s strategic targets.
The foundation of sales performance is having the right salespeople using appropriate sales methodologies with the targeted accounts to win opportunities and load the pipeline with new business. It’s here that proven sales methodologies are customized to the needs of each client. Sales management coaching is modeled with live deal coaching sessions conducted by our staff to demonstrate best practices and help sales managers develop their coaching skills, while sellers develop their selling skills with instructor led sales training that are focused on live and simulated opportunities. Training is always configured to the specific needs of the organization.
Sales Structure and Operations
Structure is everything. Applying best practices to determine, for example, how many reports a sales manager should have, how many sales support people is optimum, should a major accounts program be put in place, is the quota setting process accurate and reliable, should an executive sponsorship initiative be put in place or improved, or does pipeline management need improvement to support better sales forecasting? These areas of sales consulting support are intended to ensure alignment between client executive expectations of the organization and the organization’s ability to perform to those expectations.
Building the right sales culture that not only reflects the company’s values, but also encourages the right mindset in the field is critical to learning in the digital era with online training and simulation exercises and to creating demand within accounts. Most sellers service demand where the opportunity originates within the customer organization. The requirements are defined, a budget is set, and the buying process is well defined and managed. In contrast, the opportunity when creating demand does not originate with the customer, but with the seller. Here, a seller looks for the potential to create an opportunity and load net new business into the pipeline. It’s an effort that requires leadership ability and the right mindset, which often becomes the focus for our sales consulting.
Sales Content Marketing
Clarify your mission. Begin by understanding your business niche. What do you do best? Who needs what you do? How do you best approach these prospects? How much are they willing to pay? If these questions are not answered easily, campaign at the top for clarity and vision.
Setting Specific Goals
Write down the activity goals (calls per day, proposals per month, referrals per call, etc.) that you can control. Set results goals (sales per month, amount per sale, profit per sale, etc.) to measure your progress, and track them closely. Increase your activity and measure the results. Goals focus your attention and energize your action.
Selling To Customer Needs
Always assume your prospects will buy only what they need. How can you convince them of that need? Emphasize the features of your product or service that reduce costs and solve problems for the customer. Sometimes you can re- position your wares. For example, you sold wool uniforms for their look and feel; now stress wool’s durability and lasting value. Be creative in your sales and marketing.
Selling With Purpose
Know both what to do and why you’re doing it at every step along the way. Who are you targeting and why? What are you going to tell them and why? What are you going to ask them and why? What is your proposal going to look like and why? When are you going to ask for the order? If you don’t feel sure of yourself at every step of the selling process, get some training or guidance.
How To Start
We typically begin with a FREE Initial Phone Consultation with one of our sales consulting professionals to help you evaluate your situation and determine whether or not we are able to assist you. Together, we will then determine what the appropriate next steps might be. That may include additional phone work or, in most cases, in-person meetings with our sales consulting professionals to deepen our understanding and provide the necessary strategy and insight.
Our team of consultants are proven sales executives who have led and managed sales teams, who are practical and understand the challenges at play in any implementation, and who are able to assist you in achieving your objectives. Contact us below to get started.