Most small and mid-size companies have a strong sales orientation. But many rely too heavily on the personal abilities and industry relationships of their sales staff.
Without a clear distinction between sales, marketing and a standardized sales process, it is difficult to project revenues and growth from year to year, let alone manage a sales force, and as a result, a company becomes vulnerable to the personal efforts of the owner or sales staff. If a key sales person leaves, the company may lose its accounts and sales skill with that departure.
Developing a clear strategy involves a customized blend of sales techniques, contact management and sales training, as well as a clear definition of success within the sales cycle. These elements, along with an overall marketing plan, will enable a company to realistically project revenues and growth from year to year.
Sales strategies need to be more than just hope – they require strong implementation and discipline.
What we often hear…
- Good sales people are hard to find.
- I’m not sure how to pay my sales people.
- I feel held hostage by one or two key producers.
- I don’t know what my customers want.
- My advertising doesn’t work.
- I need more consistent sales.
- People take forever to make decisions.
- I never really know where my sales people are or what they are doing.
We help companies establish systems that…
- Ensure their sales process is reaching the most probable customers.
- Identify their customer base and ensure marketing efforts to it.
- Create a process they can teach others.
- Design the most effective sales development program.
- Recruit, hire and train effective sales people.
- Manage territories and markets effectively and efficiently.
- Track and evaluate promotional efforts and sales performance.
- Develop responses to the most common customer questions.
- Identify, evaluate and correct problems in their sales process.