Sales

Every company measures revenue, but the best also measure the activities that will lead to revenue.

Without a clear distinction between an event driven sales process and an advancement driven sales process, it is difficult to project revenues and growth from year to year, let alone manage a sales force. If a key sales person leaves, the company may lose its accounts and sales skill with that departure.

Developing a sales 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.