SALES FORCE DEVELOPMENT

If you already have a killer sales force, or the expertise to build one, then you don't need our sales consulting services.

Finely tuned selling skills and intense motivation are both required to consistently beat the competition.

Each member of our sales consulting team has an outstanding track record earned over many years of over quota performance, both as an individual producer and as a manager of other sales reps. They are all active in a day to day sales management role within our own organization. And they can bring their expertise to bear to help you build a sales organization from scratch, or to help your current organization become more effective.

Our consulting services encompass all aspects of the sales force development process, including organizational structure, hiring, training, compensation plan development, management reporting and control.

Organizational structure

We will assist you in defining the positions, duties and qualifications of your sales, telemarketing, marketing and sales support staff, as well as the management positions and reporting structure that will keep the members of your team operating at peak efficiency.

Hiring

Sourcing and selecting the members of your team is one of the single most important factors in defining your success. Our experienced sales executives can help you hire the key managers that will run your sales and marketing organization as well as individual staff members. More importantly, we can help you develop your staffing methodology including sourcing, selection, training and staff development, promotion and career path management.

Training

We can train your sales staff in all aspects of the sales process, from sourcing prospects to determining needs, qualifying, properly presenting the benefits of your products/services, and securing the sale. We can provide you with the tools to administer your own sales training internally. Or we can do both.

We have a strong bias towards a consultative selling methodology built around the needs of the customer, rather than old fashioned one way selling. (If you aren't familiar with the difference, we'll be happy to explain.) We can help you with major account sales, mid-market sales and small account sales, and help you gear up for each type of opportunity.

Compensation plan development

Successful sales people are largely motivated by money. Unfortunately, just spending a lot of money on compensation is rarely enough to achieve the desired result.

In order to be effective, a compensation plan must be perceived as fair, and the relationship between each opportunity and the amount earned must be clear and immediate. The plan should provide rewards for meeting or exceeding preset targets, and may have to reflect separate goals for specific products or services, new account production and profitability. Under some circumstances, a conflict may exist between prompt payment of commissions and avoidance of potential payback situations later.

Given the complexities and potentially competing goals, compensation plan design can challenge even the most experienced sales executive. We can help you navigate these treacherous waters, and devise a plan that will motivate your best producers to ever greater levels of accomplishment.

Management reporting and control

This is one area where our SalesPro^TM suite of automated sales productivity tools can really help. It will automate the capture of activity and performance data, and present it to you in the format that will best help you run your sales and marketing organization.

However, you still need to decide on the performance metrics to be monitored. Selecting the best metrics is an art, not a science, and will vary widely with the nature of your products/services, markets, and sales organization.

Our experienced sales consultants will help you translate your corporate and sales department objectives into the reporting requirements that will be most effective in keeping you on course. We can help you to monitor the performance of your individual sales people, territories and marketing programs, so you can diagnose problems at an early stage, and make mid-course corrections quickly.