5 Steps to Incredible
Most of our clients come to us for sales training. We believe in a different approach. Like medicine, sales force transformations are only as good as the initial diagnosis. After a challenging first conversation, our most sceptical prospects often become our most loyal clients.
1. Analyze
Qualitative analysis of your business delivered with speed and precision
2. Identify
Pinpointing the critical blockers and enablers to kick-start your transformation with targeted solutions
3. Improve
Arming your teams with the skills and knowledge to achieve sustained commercial improvement
4. Sustain
Building your sales teams’ capabilities, so you continue to hit your targets long after we’ve left the building
5. Succeed
Our goal is your success. Accelerated sales performance delivered quickly via a succession of big impact, milestones that propel you to the top of your game.
1. Analyze
Before we offer you a solution we take time to understand your problem. Our early stage analysis is delivered with speed and precision in a matter of weeks.
2. Identify
We identify the inhibitors preventing you achieving your revenue goals; then we build a blueprint for change to help you tackle them.
3. Improve
From here we build sales coaching and education programs to arm your teams with the skills and knowledge they need to achieve sustained commercial improvement.
4. Sustain
Ongoing assessment and training tools give you the power to continue to build your sales team’s competencies, so you continue to hit your targets.
5. Succeed
Our goal is your success. Our services concentrate on the 20% change that will deliver 80% of the results, to achieve the cultural business transformation that will accelerate sales performance and sustainable competitive advantage.
Services
Whether you operate in one town or across multiple languages and cultures, we’ve almost certainly worked with a company like yours before. We recognize that you need to deliver short term gains along with longer-term business improvement so we break down our approach into four distinct but complementary programs. Each of our award-winning programs delivers immediate short-term successes but is also a key component for cultural change and sustained commercial improvement.
Our Expertise
Our Expertise
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We work with you to ensure the strategic goals of your company are reflected in a clearly defined sales strategy with clear metrics in place. We look for a comprehensive understanding of the total addressable market, current and potential wallet share, and identify ‘white space’ opportunities you can address to achieve your goal.
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Your marketing team has worked hard to create a position for your company, but does it support your mission critical objectives? Is the sales organization and your channel able, and willing, to articulate your corporate messaging and use it as a point of differentiation in the sales cycle? Just as importantly, do your messages resonate with potential buyers? We look at where messaging gets lost in translation and identify the content and tools to enable sales teams to accurately communicate your value proposition.
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We work with you to ensure your sales method is aligned to your customers’ buying behaviors and preferences, and balanced with your company’s profitability and growth goals. We look at whether the market is correctly segmented, and consider customer buying behaviors and metrics, and how effectively they are being addressed. We also look at segment potential and profitability based on the cost of acquiring and serving the customer base, both directly and via the channel.
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We assess whether your compensation plans support your mission critical objectives and if they reward the behavioral changes you need from your sales team. We look at whether they are optimized to recruit and retain top talent and if they adequately address all segments of your sales organization.
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One of the most complex areas of discovery. When we consider if the sales force is configured correctly we look at its size, structure and capabilities, checking it is effective enough to fulfil the market opportunity. We cover all aspects from sales operations right down to the support functions, looking at the alignment between sales, marketing and operations as a priority.
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Consistency is key in performance management. We consider how sales force effectiveness is mapped across all stages of the sales process and the most efficient way to improve upon it. We help develop or update formal processes and reporting cadence, and implement methods to ensure standards are enforced across territories.
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The scaffolding that supports all high performing sales teams is discipline and rigour. We check whether your team has a disciplined sales process that is consistently applied across regions and job functions. We check that each step in the sales cycle has the correct method of advancement in place, and that the sales process is in line with customers’ buying journeys. We evaluate the tools and job functions used to support your sales team, identifying hurdles and fixes that can help improve sales force effectiveness.
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Is what you are reporting on aligned to your strategic imperatives? Does your sales team have metrics in place for basics such as customer acquisition and retention, and share of wallet? Do you have effective processes in place to manage discounting, lead generation and channel opportunities? In addition to looking at the process, we also offer better insight into those leading indicators that will transform your business.
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An often-overlooked area which can have a detrimental impact on new recruits and the existing sales team. We’re looking at whether your organization has a clear definition of what the required roles, behaviors and competencies are for success in each sales position, and if there is a recruitment and coaching program in place that supports them. We consider the impact of the existing sales team on new recruits, and focus on manager-led competency training and ongoing assessment. Finally, we look at how organizations build the right environment for staff to develop the skills, knowledge and capabilities they need to achieve the results the business expects.
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As you unleash the full potential of your sales team, can you make further improvements? We assess whether you are investing in the right areas for growth and how your sales overheads compare to the market, suggesting areas for change and improvement.
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We look at your pricing strategy and how you manage discounts and rebates, and the move to new subscription pricing models. We address the commercial life cycle, the true cost to acquire and serve customers, and the pricing tools and analytics used within the business.
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We look at how you educate your teams on the messages and behaviors that will enable them to achieve your objectives. Are you addressing all teams within the sales cycle – inside sales, the channel and even the customer services team? Is the training delivering the right results and how can you deliver sustained improvement fast?
Our Consultants
We’re an experienced group of sales and marketing leaders, and education and coaching stalwarts. We’ve all held senior positions at global corporations, or rolled up our sleeves to turn start-ups into successful international businesses, and in many cases we’ve done both.
Garry Veale
Chief Executive Officer
Sales Strategy Alignment, Customer Segmentation, Sales Force Deployment
