Sales Consulting
Services
In the sales consulting area, we deliver basically
two services; process improvement and surrogate sales management.
Process
Improvement
– the study of
current methods of operation to determine areas for improvement. We
explore and make recommendations where necessary in areas such as:
·
Overall sales management –
§ What
is our cost of sales as a percentage of revenue? Is it in line with our
industry?
§ Can
we monitor and measure what we do?
§ Do
we have the right processes, tools, resources and management policies in
place?
§ Is
sales and marketing in synch? Is our sales team spending too much
time doing lead generation, for instance?
§ Are
territories efficiently aligned?
§ Is
it time to split sales?
· Sales Best
practices development –
§ What
is the best way to approach a suspect?
·
Sales cycle and process improvement –
§ Are
sales taking too long to happen? Do we have the right steps defined in
the process? Do we need to combine steps, add steps, or refine steps?
Do we have the right resources and tools to do the job efficiently?
§ Are
our closing ratios appropriate for our industry? If not, what can we do
about it?
·
Supervisory improvement –
§ How
good are we at improving individual sales team members’ performance?
§ Can
we break down the sales process into a granular, measurable process in
order to determine where a rep needs improvement?
·
Forecasting accuracy
§ How
accurate are our forecasts? Do we follow a methodology, or are we a
spreadsheet ‘seat of the pants’ forecasting team?
§
How far
in advance can we see a revenue shortfall and what steps can we take to
remedy it (other than ‘make more calls’)?
·
Sales force design and deployment
§
Territory design
§
Quota
assignment
§
Team
design (major account, targeted account, geographical territories,
account management, inside sales, sales support)
§
Compensation design
·
Hiring profiles and techniques
Surrogate Sales
Management
– in
organizations where revenue does not yet support full time sales
management, focus on sales is sometimes not possible. We have the
capacity to become a part time sales manager, installing processes,
tools and the discipline necessary to grow revenue to the point where a
full time manager is sustainable.
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