Our sales consulting is designed to improve the efficiency and effectiveness of sales teams based on the products and services that they are selling. We believe that training is only truly effective if it supports the specific work that you are doing. This means that training is focussed not only on your products but on your sales process, which has been specifically designed to sell your products as efficiently and effectively as possible.
My experience has taught me that sales teams, particularly those who sell a highly technical product / service using technical people, have no systematic approach to selling, so sales activity is often haphazard and inefficient. This is also backed up by independent research which suggests that up to 60% of companies do not have a repeatable sales process. We therefore like to start any consulting engagement by making an assessment of the current processes.
We focus on three things.
We also provide assessment tools to determine the existing skills and behaviours that the team have. This gives us a complete picture of the team as it is today. We then work with our clients to review, refine and implement sales processes and methods that most effectively support the sales team and your customers. We also look for a series of measures to be able to monitor the process and enable management to keep track of progress.
If the sales team need to improve their skills, then we can provide training to help to develop them. We have a defined process for assessing the current competencies, required competencies and the skills gap and then building a training programme around this. All of our training is built around the specific sales process that has been designed for our clients. The training is designed around the Equation of Sales but can include additional elements as required. This will depend on the specific needs that each client has.
The Equation of Sales is:
Trust * Need * Value = Successful Selling
Before buying anything, the buyer has to trust that the product can do as it claims. No business buys something that they do not believe that they need. Buyers can derive value in many different ways from a solution but they must derive some value, a return on their investment. No sale can happen without all three factors being present and it is the role of the sales person to ensure that they are.
Following the training, we can continue to support our clients through ongoing coaching and mentoring to the sales team to support them as they put their new skills into practice. We typically do this by attending meetings with the sales people to coach them on their performance. This is a highly effective and non-threatening way of supporting the sales team.
We also support sales managers through the provision of a simple activity tracking app, i-Snapshot. This provides the sales team with a quick way of recording activity and management with immediate access to the results. Again, this is built around the specific sales process of each client.