Our approach to sales optimization is built around the continuous improvement cycle:
Understand
We’ll work with you to discover the ins and outs of your current organization, including your sales strategy, value to the market, and all pertinent details of what makes your organization unique. We will also work to understand your target customers, trends in your key markets, and external forces that impact your business both positively and negatively.
Plan
Using what we’ve learned, we’ll chart out an actionable strategy to get from where you are now to where you want to go.
Implement
Although this stage is primarily up to you and your team, we’ll equip you to successfully integrate new sales strategies.
Review
We’ll provide tools and guidance to help you evaluate your results and adjust your sales approach accordingly.
Improve
Ultimately, our goal is for you to continuously and confidently optimize your sales independent of our time together.
We believe that sales is more than just numbers — it’s a discipline.
Our goal is to help you identify the consistent actions that drive sales results and integrate those actions into the fabric of your business. We examine your target market, value proposition, and sales messaging to gain a deep understanding of your business and find the right solutions for you.
Creating company alignment around best practices is another core component of what we do. Defining best practices and making sure they’re done consistently across your organization is how an “okay” sales force becomes great. We understand the power of messaging, and we’ll help you refine how you communicate with your customers and your team.
Tools
Working with us means receiving tangible tools rather than nebulous ideas. We believe in equipping you with valuable assets that will help you make meaningful progress. Your suite of tools will be customized to your business, but the following list should give you a good general picture of what to expect.
We keep our tools simple, clear, and actionable because our focus is on results rather than busywork. The tools you receive will cover every stage of the continuous improvement cycle, empowering you to create an upward spiral of growth in your business.
- Philosophy Suggestions
- Vision for Customer Experience
- Go-to-Market Strategy
- Sales Commission Plan
- Sales Organization Suggestions
- Sales Process
- Transition Plan
- 30-60 Day Forecast Tool
- Funnel with Customer Fit Analysis
- Funnel Gap Plan
- Sales Leader Business Summary
- Salesperson Business Summary
FAQ
About six weeks on average to develop the tools, although this can vary depending on the complexity of what you want to achieve. This estimate doesn’t account for the time it takes us to gather data about your business, which is largely dependent on your responsiveness during the discovery stage. From there, we can work to implement the new direction, but if you are like us and believe you can always improve, there can always be a next step!
We do periodic check-ins to make sure everything is going smoothly, and you’re also welcome to email us with questions. For more in-depth support, we can arrange an appropriate compensation plan.
No. Whether your sales team is in-house or outsourced, we can help you.
We recommend starting with the business that’s most in need of attention. You may be able to take what you learn and apply it to your other businesses. Alternatively, there’s always the option to purchase additional packages if you’d like personalized guidance for each business.
We work with leadership rather than individual salespeople. We’ve found that our time is best spent equipping you, the leader, with strategies and tools to move your business forward. Although we don’t work directly with salespeople, part of our process is helping you share what you’ve learned with your team in the way that works best for your company culture.