Sales Consulting is a term that can mean almost anything. And a lot of times, companies think they need help with one thing, and they try to put a band-aid on it and may even fix that one problem, but their production doesn’t change and neither do their profits.Before we even look to start any kind of sales strategy consulting engagement, we first listen to a company’s management team and uncover their biggest gaps and dig as deep as we can into these issues to get to the main causes of their problems.
If we feel we can help the company, we will then work with our client on completing our SOA (Sales Org Analysis). For a detailed description of our SOA, click HERE.
Once the SOA is complete, we will present our findings to the senior leadership team. At this time, we will discuss how they can be more effective and how we can help them achieve this. If it is determined that a client needs help with more strategic initiatives, we will propose a consulting project focusing on any of the areas below.
Sales Process
Sales Strategy
Forecasting Methodology
Commission Plans
Systems and Tools
Leadership Development
Hiring Process
Workforce Planning
Go-To Market Strategy
And if a client needs sales training and coaching, we will prescribe and conduct the appropriate team and/or individual training. You can learn more about our Training and Coaching services HERE
With a competitive job market, it’s critical
to follow an efficient and thorough hiring process.
Sales messaging, territory alignment, forecasting,
commission plans, pipeline analysis, etc.
We have written forecasting playbooks for companies who went on to achieve between 90-95% forecast accuracy. Here are four key criteria that every salesperson and sales leader need to be analyzing week to week:
Uncovering pain points and identifying a client’s problem that you can solve. Through clarity comes understanding and so much more.
A prospect should not move past the first state in the pipeline until a decision maker is actively involved in the process.
When decision makers are engaged early in the sales process, there are fewer surprises, stalled sales, or changes in direction.
Does your prospect have the money to make a purchase? Are their funds readily available or do they need additional stakeholders to make a purchase decision?
What is your prospect’s buying process and when are they looking to make a decision. Have a clear expectation of when a purchase decision is necessary will transform your sales process and timing.
