Everything begins and ends with leadership. Therefore it’s critical to develop outstanding sales leaders who achieve desired behaviors and results from their teams through effective strategizing, coaching and leadership. It means leading all of the time, managing with less of your time and coaching all of the time.
We help clients assess talent with assessment tools, both behavioral and skill-based. We focus development efforts on high performers and cascade learning throughout the organization quickly to produce results within a few short months. We can define skill gaps by up-skilling with targeted workshops and learning sessions then evaluate progress to cement understanding. We evaluate the effectiveness based on business outcomes … not inconsequential metrics like attendance or knowledge testing.
In addition to providing our clients with the steps of a sales process, we go well beyond by providing the stages and activities to facilitate more accurate forecasting and structure. This enables more effective coaching of sales reps by sales managers through the sales process more quickly and efficiently. We map other sales support resources into this process for TEAM selling … when and where to engage and disengage other resources in and out of your selling methodology.
Selling is both an art and science … with an integrated approach to process, system and tools the complex and dynamic environment of selling can be greatly simplified. Quick-hit deliverables like sharing best practices, configuring your CRM/SFA systems to support account planning, pipeline/forecasting and client development, and providing templates and sales messaging to leverage your sales talent are key.
We help clients communicate a clear and relevant Value Proposition within compelling capabilities presentations using the whiteboard. We advise clients on Influential Selling approaches that align with buyers’ strategic initiatives, make use of case studies, account planning and strategy sessions, and produce business cases that focus on economic value.
Developing a high performance winning sales culture is a must for companies who really want to see a performance payoff. Our integrated approach to doing so includes tangible deliverables and measurable economic impact through: increased sales pipeline, improved close rate, shortened sales cycles and induction of new hires, and reduced non-selling time resulting in significant overall sales productivity improvements, all supported by a sales/leadership coaching program.
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