1. Sales Strategy and Growth
What is your plan to increase sales and what resources will you need to do this? By conducting a sales audit of your sales department we will 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, tools, systems and processes to achieve your aims.
2. Developing your Unique Value Proposition
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 value proposition as to why people should do business with you over your competitors.
3. Interim Sales Management & Mentoring
I can manage the whole sales process on a part-time or interim basis. This might include reviewing or auditing all sales processes within your 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 the CEO is no longer able to performance manage the sales function.
By taking over the performance of the sales team I am able to set KPIs and activity levels for sales staff and in this way develop, mentor and coach them to be more effective and independent.
4. Sales Training/Coaching
Working from a basic premise that we “learn by doing” and that “role-plays” are not “real-plays”, I take 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 and coaching all sales people will be able to close more deals, sell at higher prices and shorten sales cycles.
I am proficient in Challenger Sales, Solution Sales, GAP Selling, SPIN, and Miller Heiman. I 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.
5. 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. I can assess the need for automated sales tools such as CRM and advise on the most appropriate tools for your business.
By understanding what your sales team should be achieving I can measure their results, provide them with the necessary tools to be most effective, and identify KPIs as 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 I will know immediately and can rectify.
6. Business Development
“Strategy is fine but we know what we need to do, we just need the right person to execute it”. We don’t do telemarketing but I can target specific short-listed companies that can increase profitable sales. This may be after successful research and business development has determined new markets, channels, products and services, or customer segments.
I can merge seamlessly into your organisation without external companies knowing I am not part of your company and without interrupting the current sales focus.