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What is your plan to increase sales and what resources
will you need to do this? We can help you identify what
differentiates you from your competitors, which customers
you should focus on for profitable sales and whether you
have the right people, pricing, systems and processes
to achieve your aims.
Proposition modelling/marketing
Following on from defining your sales strategy we will
then need to communicate it to staff, customers and prospects
by developing a clear and compelling proposition as to
why people should do business with you. Are you targeting
the right people at the right time with the right message?
What mutually rewarding partnerships and alliances can
you easily foster?
Sales management, mentoring, interim sales management
We are often utilised to manage the whole sales process
on a part-time or interim basis. This might include reviewing
all sales processes within an organisation and the management
of the current sales team. This is ideal when it does
not make financial sense to have a full-time Sales Director,
or you are awaiting a full-time Sales Director appointment,
or where a Managing Director is no longer able to performance
manage the sales function.
By taking over the performance of the sales team we are
able to introduce KPIs (Key Performance Indicators) to
set performance measures and activity levels for sales
staff and in this way develop, mentor and coach them to
be more effective and independent. We are also able to
implement effective sales processes and systems, and motivate
and incentivise the sales function.
Sales training/coaching
Working from a basic premise coupled with personal experience
that classroom learning has its limitations, and that
“role-plays” are not “real-plays”,
Jefferson Sales Consultancy takes the training into the
work environment, on the job, listening to direct sales
calls, and attending sales appointments. The conclusion
is that with the right sales process and tools all sales
people will be able to sell more, sell at higher prices
and sell more quickly.
By listening to your sales calls objectively we can pinpoint
what is not happening and put it right. By accompanying
your sales people to appointments we are able to assess
the critical success factors that will win or lose that
business. What is the key information your sales people
should present and take away from these meetings, what
is their ability to close “in the moment”,
negotiate, and listen to both spoken and non-spoken buying
signals? What pre-visit preparation do they perform, how
could they do it better, how do they manage the meeting
and the protagonists? Once they’ve left the meeting,
how do they most effectively manage and progress their
pipeline to closing business?
We can also assess whether your sales people are in the
right job, there is no training available if they don’t
have the potential to sell, ever.
Sales systems and processes
For many organisations the sales function has developed
by accident with workflow systems, sales processes, and
sales tools lagging far behind. Jefferson Sales Consultancy
can assess the need for support systems, forecasting and
sales reporting processes, and sales measurement/goaling
tools.
By understanding what your sales team should be achieving
we can measure their results, provide them with the necessary
tools to be most effective, and identify key metrics.
Sales targets exist to be met or exceeded, incentive systems
are there to motivate so must be visible and understood.
If your sales people are underperforming we will know
immediately and can rectify.
Customer acquisition
“Strategy is fine but we know what we need to do,
we just need the right person to execute it”. To
engage a consistently successful heavy hitter to acquire
new customers look no further than Jefferson Sales Consultancy
Ltd. Through understanding how executives make business
decisions and the challenges they face we are able to
be solution providers rather than just suppliers, business
people rather than sales people. Why sell from the “bottom
up” when you can engage a prospect organisation
from the “top down” by targeting a senior
executive who can make a buying decision more easily?
We don’t do telemarketing but we do target specific
short-listed companies that can increase profitable sales.
This may be after successful business development has
determined new channels, products and services, or customer
segments. Extensive executive networks both in the UK
and Europe and over 13 years solution sales experience
mean that you are using the best.
Business Development
Jefferson Sales Consultancy can research new markets
and distribution channels, expansion plans into new regions,
new products and services without interrupting the current
sales focus and spreading the sales function too thinly.
With analytical and academic research skills we can identify
emerging markets and trends, foster relationships and
affinities and latent business opportunities.
Outsourced sales
For certain organisations it does not make sense to have
full-time sales people but rather to use an independent
shared-cost sales consultant with deeper knowledge of
sales than a junior sales executive. In addition, the
cost of managing full-time sales people can be prohibitive,
and particularly managing them out of the business.
A flexible, pay-as-you-need consultant gives you all
the benefits of results-based performance without the
headache of under-performance. We can merge seamlessly
into your organisation without external companies knowing
we are not part of your company.
Non-executive directorships
Through a non-executive directorship Matt Jefferson can
provide ongoing strategic advice and guidance at Director/Board
level. This is particularly useful when seeking funding.
