Our services

Services that help you achieve sales excellence

Our engagements utilize methods that have proven themselves with scores of clients in the past, while also incorporating the latest industry best-practices in sales management and operations.  Most importantly, a commitment to understanding each client’s specific sales challenges means that our guidance gives them a new perspective on how to make their business more successful.

We offer the following services:

1. Sales methodology and process refinement
   

Having a single, consistent selling methodology is the means by which organizations gain control over their selling motion. In its absence, individual sales professionals are left to their own devices and the goal of a consistent go-to-market strategy is unobtainable.  Our sales methodology and process refinement service helps you develop and implement the right sales methodology for your business model and target market.  We also work to make sure day-to-day sales processes and activities are in alignment with your chosen methodology, thereby ensuring consistency throughout your organization.


2. Sales operations analysis and improvement
   

In addition to being primary revenue generators, sales professionals are some of the highest paid employees within a company.  As such, their ability to spend a majority of their time in meaningful conversation with prospects is a critical productivity goal.  Our sales operations analysis and improvement service looks at how your front-line personnel allocate their time, identifies which activities have the greatest impact on sales, and develops a strategy that maximizes selling time by off-loading non-sales activities.  A well designed sales operations function not only manages these tasks more effectively, but can make sure your automation strategy provides the tools that sales needs to function efficiently.  We also look at the important role sales operations plays interconnecting sales to other organizations and help you put in place processes that facilitate the flow of information and resources between groups.


3. Leadership consulting and guidance
   

Research has repeatedly shown that compensation is not the primary factor that retains sales talent.  Successful sales professionals want to work in an environment that is motivating and provides them with the resources and tools they need to succeed.  Our leadership consulting and guidance service helps you show the strong leadership and understanding of how your sales people think that is vital to creating a winning sales culture.  We assess factors affecting morale and performance and give you strategies for successfully implementing change, including tactics for effective communications, how to recruit change-agents, and where to look for short-term wins that can validate your vision.


4. Sales talent development
   

Even the most hard-working sales professionals face challenges as company strategies and market conditions change.  The most successful ones are constantly refining their technique to improve their power of persuasion and competitive positioning skills.  Our sales talent development service provides you with custom sales and sales management training that is based on a gap analysis of your team’s current skills and the skills they need to succeed.  We treat professional development as an ongoing process, not an event, ensuring that your team members receive the post-training reinforcement they need to translate newly developed skills into accepted practices that close more deals.


5. Interim sales management
   

The right sales leader is able to translate a company’s go-to-market strategy into a successful customer-facing presence.  The wrong one can create friction in the executive ranks and threaten a company’s very survival.  Our interim sales management service provides you with an experienced sales executive to fill the gap between your need to hire and when the right candidate steps forward.  In addition to helping you through a difficult period of transition, an interim sales manager also evaluates your leadership needs so that you can execute a more strategic search — all while freeing you from worry over ongoing sales execution.

For clients looking to test the waters of working with us, we also offer a number of introductory services that provide focused guidance on a specific sales challenge:

1. Introductory consulting services