Build Sales Team

  1. Inside Sales
  2. Field Sales
  3. Product/Service Sales
  4. Technical Sales
  5. Industry Sales
  6. Partner Sales

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Build Your Sales Team With Precision – – Effectiveness, Efficiency & Predictability

Business Development

Customer Onboarding

Account Management

Customer Service

We Help You Install One or All Twelve Essential Processes That Are Required To Operate A Sales Team With Precision

Sales Strategy

  1. Planning
  2. Forecasting
  3. Structure
  4. Culture

Sales Execution

  1. Procedures
  2. Technology
  3. Information
  4. People

sales measurement

  1. Tracking
  2. Analysis
  3. Reporting
  4. Improvement

What Causes People To Fail When Building Sales Teams?

#1 Management lacks expertise in one or more of the twelve operating processes required to operate a sales team

#2 Unrealistic expectations of sales managers i.e. make sales calls, hire and manage sales people, deploy sales technology, manage office space, build sales strategy and forecasts, etc.

#3 Incomplete, Missing and/or conflicting procedures, information, policies and guidelines

#4 Time pressure to generate immediate revenue results to cover the cost of building the sales team

Failed New Sales Team
Successful Sales Team

Avoid Making Mistakes By Using Chief Sales Executive Advisors™

Turnkey solutions that design, pilot, install and manage the twelve processes that are required to build a sales team that delivers sustainable revenue growth year-after-year

Seasoned sales leaders that have global experience, best practices and lessons learned from working in multiple industries, buyer types, products and services and revenue models

Best in-class methods and tools that build precision – – effectiveness, efficiency and predictable – – sales execution

We Use The Chief Sales Executive Framework™ To Build Your Sales Team Because It…

  1. Starts with the sales call…because that is where the buyer resides and the cash register rings!
  2. Aligns sales management practices, sales technology and sales people are enables to sales call execution
  3. Ensures that sales strategy, sales forecasting, sales organization design, sales measures and sales reporting are enablers, rather than disenablers, of sales execution

Your Sales Team Will Be Built Using The Following Steps…

Step 1 – Establish Context On What It Takes To Operate A Sales Team With Precision

We begin by providing you with a comprehensive framework that explains the twelve operating processes (including activities and tasks) that are required to build sustainable revenue growth year-after-year.  We refer to this as The Chief Sales Executive Framework™. 

Step 2 – Set-up Sales Call Procedures To Be Executed With Precision – – Effectively, Efficiently and Predictably 

  1. New Customer Acquisition
  2. Renewing Customers
  3. Cross-Selling and Up-Selling
  4. Winning Back Past Customers
  5. Customer Service
  6. Partner Sales Teams

Step 3 – Set-up Sales Management Practices To Ensure That Sales Calls Are Executed With Precision From Sales Call-to-Call and From Sales Person-to-Person, including:

  1. Hiring the right sales people and managers
  2. Onboarding new sales people and partners
  3. Coaching sales people and managers
  4. Compensating, rewarding and recognizing
  5. Evaluating performance
  6. Training sales people and managers

Step 4 – Build The Sales Pipeline Procedures With Leads and Prospects, including:

  1. Sales call appointment setting that ensures a high volume of appointments with a high completion ratio
  2. Lead and referral generation that ensures a high volume of qualified buyers
  3. Audience generation that ensure a high volume of interested suspects
  4. Getting sales people to network to maximize self-generated leads and the gathering of market and customer intelligence

Step 5 – Set-up Sales Strategy Practices To Ensure That Sales People Are Getting To The Right Place At The Right Time To Execute Sales Calls, including:

  1. Sales forecasting for revenue, sales pipeline activities, sales productivity, staffing requirements and selling expenses
  2. Sales and market planning by industry, geography, buy-point, product and service, buy point, etc.
  3. Sales organization design to get the right sales people to the right place at the right time
  4. Sales culture to ensure that sales call execution is being reinforced

Step 6 – Set-up Continuous Process Improvement To Ensure That Sales Execution and Sales Strategy are working with precision – – effectively, efficiently and predictably, including:

  1. Tracking and reporting on sales activities, sales dispositions, sales pipeline performance and revenue results
  2. Gap Analysis to provide early warning of missed expectations in sales pipeline and performance and revenue results
  3. Improvement planning and execution including action planning, ownership assignment, timing, impact estimates, and tracking of execution