We take an Holistic approach to our sales consulting practice.  Sales is a complicated topic, yet sometimes the answers are very simple.  There is a Mantra in medical school: “If you hear hoof beats, think horse NOT Zebra.”  That is very true when approaching the issue of increasing sales in an organization.  There generally will be an element of training that occurs after an engagement, but the goal is always the same,  helping the client solve the sales issues at hand.

We excel in several areas of sales consulting

• Sales Process – defining, refining, or changing with new product sets, we believe that selling should be a repeatable process
  • Sales Process Evaluation
  • Sales Team Evaluation
• Play Book creation and roll out – Even if a process is in place, having a documented knowledge base for sales people is key in being able to scale the team and ramp people quickly
  • Messaging based on the delta between what marketing has written and what sales is saying
  • Roles / solution Matrix
  • Story Telling using case studies and success stories
• Sales Efficiency – activity and behaviors drive sales opportunities.  What and how sales people do what they do can make a good process yield bad results.  The goal is to increase the deals in the pipeline
  • Activity monitor and metrics
  • Benchmarking and best practices
• Sales Effectiveness – Making every call count and increasing the close ratio.  The goal is to increase the overall closed business with a static level of new leads
  • evaluating lost deals to find the tipping point
  • working on hidden roadblocks to closing sales
  • pipeline evaluation and health check
• Interim Sales Management – working with senior executives to fill key rolls when when either planned or unplanned turnover or expansion leaves a key management position vacant