At Sales Strategy Associates we offer a full range of sales consulting services to optimize your sales forces' performance including:
Assess: Sales Assessment Services
- Survey sales methodology in relation to buyers purchasing processes, sales complexity, sales cycle, and sales force automation systems.
- Evaluate closing techniques and negotiation strategy in light of win-loss analysis.
- Assess utilization of sales force automation and reporting systems.
- Formulate RFP and RFP vendors for CRM and sales-force automation systems
- Conduct SWOT analysis of sales force.
- Develop ideal candidate profile for sales and sales management and analyze hiring guidelines and selection processes.
- Assist clients with the search for sales professionals, pre-sales consultants, and sales management.
- Assess current forecasting methodology accuracy and validity.
- Assess reseller strengths, revenue record, and viability
- Investigate alternative selling solutions: resellers, channels, inside sales, etc.
Train: Customized and Proven Sales Training
- Train sales team to execute the complex sale via quarterly or monthly on-site meetings or webinar media.
- Conduct Negotiation Skills workshops using current case studies and individual pre-work.
- Rationalize current channel management solutions and propose alternatives.
- Refine current sales methodology tailored to changing buyer needs and budgets.
- Rethink sales forecast utilization, process, and viability
- Customize sales negotiation training with scenarios per sales cycle, product mix, and vertical target
- Plan, prepare, conduct yearly sales meeting and sales product kick-off’s
Implement:Sales Force Rationalization and Performance Management
- Perform prospect and pipeline strategy discussions with sales team.
- Rationalize sales pipeline for management team.
- Re-engineering the sales pipeline process, as required.
- Conduct periodic audits (quarterly suggested) of pipeline.
- Assess forecast validity.
- Conduct marketing vs. sales interrelationship and propose success criteria for marketing waves.
- Assess team prospecting skills and propose prospecting events.
Implement: Organizational Development Training, Coaching, Counseling
- Conduct individual analysis of sales capabilities and performance.
- Customize training to develop sales skills and team interactions.
- Conduct individual sales improvement counseling sessions.
- Establish periodic coaching sessions.
Monitor: Customer Win-Loss Records and Sales Performance
- Conduct unbiased analysis of sales wins and losses with continuous feedback
- Prepare management and board reports on customer insights
- Formulate and edit sales training around strengths and deficits of sales cycles
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