OUR 6-STEP PROCESS: IN SERVICE TO YOUR SUCCESS
Review for best practices
We start with a diagnostic review of all sales-related processes, technology, and technique. We will probe to determine if every factor is aligned with the organization’s strategies and contributing to the revenue goals in the most optimized ways possible, benchmarked against leading best practices fine-tuned for your market.
We can also evaluate congruency between your sustainability goals and practices as they apply to the salesforce. We look at sustainability from three lenses –sustaining ongoing relationships with existing customers; improving sales rep awareness of your company’s CSR goals and those of their customers; and improving sales’ contribution to meeting your company’s CSR goals.
IMPROVE LEADS EFFICIENCY
The next step is to increase the quality and quantity of leads. We can help build and implement a strategy to launch or expand into a market segment, prospect, and deliver qualified leads to your sellers that have the highest rate of conversion.
Third is to create proven, repeatable sales processes that win. Shift from a talent-based sales rep system, to a process-driven system where reasonably-talented salespeople can excel in longer term account-based sales success.
DEPLOY THE BEST TECHNOLOGY
Our technology review will identify ways to fully leverage the powerful CRM, lead generation, sales enablement, and other leading technology to improve staff efficiencies, increase customer satisfaction, and create reports to empower everyone involved with revenue generation.
Armed with optimized technology and processes, we now work with sales management to implement change through improved training and coaching. Our goal is to create a sales pipeline model that empowers salespeople to stay on track and accountable as increased trust and confidence beget success, and vice versa.
UPSKILL SALES STAFF
- Now working off a solid foundation, it is time to assess and upskill individual sales staff and fine tune compensation models that encourage the right behaviors creating improved profitability, balanced stakeholder benefits, and lowered impact on the environment.