Our approach

Bringing together the art and science of selling

Architecture is often called the intersection of art and science.  Great architects create structures that combine artistic vision with sound engineering.

Like architecture, modern selling is part art, part science.  Sales professionals practice the art of selling when they successfully position their company’s offering as the solution to a prospective customer’s needs.  Sales operations professionals use the science of selling to align an organization's people, processes, and tools so that its sales activities can be maximally effective.  Realizing a sales organization’s full potential requires that these two components of successful selling be tightly coordinated.

Sales productivity architecture, then, brings together the art and science of selling to achieve sales success. 

Just as architects seeking excellence must exhibit expertise in both design and engineering, sales productivity architecture demands a diverse set of skills.  This includes knowledge of process design, solutions automation, and a thorough understanding of how sales interacts with marketing, finance, information technology, and human resources.  Sales Productivity Architects combines over forty years of sales management and operations experience to bring this 360° view of sales to our work with clients.

By putting the levers of sales productivity into their hands, we give sales leaders and CEOs control over their sales future.

We do this by first assessing a client’s current sales environment, uncovering barriers to sales success and determining which activities most drive quota attainment.  We then leverage industry best-practices in sales management and operations to provide actionable guidance that improves both the art and science of how they sell.  Because we continuously look for where our recommendations can have immediate impact, our engagements increase sales quickly; because we rigorously focus on efficiency and scalability, they reduce costs over time.

A well-architected sales productivity landscape provides numerous benefits:

1. Sales leaders have teams that are at their best because they spend less time on administrative tasks, are equipped with the information and tools they need to sell, and have the training and coaching they need to win
   

2. Sales operations leaders are able to maximize productivity by streamlining the flow of information and resources to front-line sales personnel, optimizing processes that interconnect sales with other organizations, and providing the reporting and analytics senior leadership needs to run the business
   

3. CEOs spend more time driving company vision, secure that their sales organizations are providing the predictable and scalable revenue growth required to bring that vision to life
   

If your company’s sales performance is not realizing its full potential, we encourage you to contact us.  We would welcome the opportunity to discuss how our unique approach can improve both the art and the science of how you sell.