Management Consulting

Enable your sales team and managers to execute with precision – – effectively, efficiently & predictably

We Help You With Sales:

  1. Planning
  2. Forecasting
  3. Organization Structure
  4. Culture
  5. Procedures
  6. Technology
  7. Information
  8. People
  9. Measures
  10. Analysis
  11. Reporting
  12. Process Improvement

We Provide You With:

  1. Assessments 
  2. Workshop Facilitation 
  3. Project Management
  4. Best Practice Briefings 
  5. SWOT Analysis
  6. Documentation of plans, forecasts, procedures, policies, etc.

Workshops

  1. Strategic & operational planning
  2. Process improvement
  3. Change management
  4. Restructuring a sales team
  5. Sales merger integration

Assessments

  1. M&A due diligence
  2. Sales team assessment
  3. Sales manager assessment

Project Management

  1. Start-up sales approach 
  2. Build a sales team
  3. Restructure a sales team
  4. Merge sales team

“How To” Briefings

  1. Start-up sales approach
  2. Build a sales team
  3. Improve a sales  
  4. Restructure a sales team
  5. Merge sales teams

We Use The Chief Sales Executive Framework™ 

To make it easy for you to manage the three (3) strategic and twelve (12) operating processes that enable a sales team to execute with precision – – effectively, efficiently, and predictably

Sales Workflow
What Causes Sales Teams To Fail?
#1 Management lacks expertise in one or more of the twelve operating processes required to operate a sales team
#2 Unrealistic expectations in relationship to available time, money, and staffing levels

#3 Incomplete, missing and/or conflicting procedures, technology, 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

We Provide The Following Management Consulting Services

Strategic and Operational Planning
We conduct SWOT analysis, assess strengths and weaknesses, analyze internal operations, and evaluate sales team goals and objections for the (3) strategic and twelve (12) operating processes that are required for a sale team to execute with precision – – effectively, efficiently and predictably.
  1. Sales Strategy – – Forecast, Plan, Organization Structure, and Culture
  2. Sales Execution – – Procedures, Technology, Information, and People
  3. Sales Evaluation – – Measures, Analysis, Reporting, and Process Improvement
Change Management and Readiness
We partner with you to envision, plan, and execute transformation programs – – including developing an internal change readiness capability – – in each of the (3) strategic and twelve (12) operating processes that are required for a sale team to execute with precision – – effectively, efficiently and predictably.
  1. Sales Strategy – – Forecast, Plan, Organization Structure, and Culture
  2. Sales Execution – – Procedures, Technology, Information, and People
  3. Sales Evaluation – – Measures, Analysis, Reporting, and Process Improvement
Failed New Sales Team
Process Improvement, Mapping and Analysis
We help you analyze, pinpoint and prioritize process improvements – – including creating a charter, mapping current state processes, designing future state processes – – as well as planning and implementing changes in one or all (3) strategic and twelve (12) operating processes that are required for a sale team to execute with precision – – effectively, efficiently and predictably.
  1. Sales Strategy – – Forecast, Plan, Organization Structure, and Culture
  2. Sales Execution – – Procedures, Technology, Information, and People
  3. Sales Evaluation – – Measures, Analysis, Reporting, and Process Improvement

Start-up Sales Approach

You build the product or service and we build your sales approach to generate short-term revenue while  simultaneously creating an onboarding approach for future sales people, including:

  1. Lead Generation by phone, email, social media, website visitors
  2. Appointment Setting by telemarketing, email and partners 
  3. Prospect Qualification by situation, problem, impact, and pay-off investigation
  4. Demonstration of solutions and applications
  5. Proposals including pricing model(s), calculators, discounts and contracts
  6. Closing including contracts, terms and conditions, and negotiating strategies
  7. Objection Handling at all stages of the sales approach
Failed New Sales Team