Sales Management Services
Coaching and Advising Sales Managers
Sales Management Services
Sales Staff Evaluation
Everyone is not made to be a B2B salesperson. When we evaluate your sales staff it is our goal to help you understand what we believe your team can produce. We get a very good idea if your current sales team has the make up to be successful. We accomplish this by having each sales person complete a state of the art sales assessment. This is performed on-line and only takes 20 minutes. We then generate a report and discuss the strengths and challenges of each sales person. We have been told in the past that this simple process alone helped owners do what they intuitively knew they should do, hire a different person or change their duties to best fit them. When you know you have the right sales people you can then determine how to best motivate them.
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Recruitment and Hiring
Our recruitment and hiring process is designed to help you find sales staff that can not only meet your sales objectives but that fit well within your organizational culture. We will help you develop job descriptions, advertising copy, review resumes, conduct interviews, recommend candidates and develop a job match template that can be used in the future. Good people are not as hard to find as you think. It does require letting those good people know about your good company to have them come around. We help you do that.
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Compensation and Incentives
How much should you pay your sales people? Should they have a salary, commissions or bonuses? What will cause them to sell more? The last question is the key. There is not one best way. Our goal is to create a compensation program that will support the company goals and objectives, and motivate sales people to sell. Our approach to compensation is to understand your short and long term goals, profit margins and cost of sales, and weigh it against what will keep a good sales person around. We then construct compensation models for your review that include, salaries, commissions, bonuses and accountability.
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Sales Systems
What made your past sales start successful at selling. They had natural sales ability and they had a system they used to be productive and consistent. We understand it is hard to find more stars who instinctively know how to be a successful sales person. We also know you can teach the majority of sales people proven sales systems that will help them reach stardom. Once we know we have the right sales people hired (with our hiring system) it is our goal to produce selling systems that each sales person at your company, today and in the future, can use to remain productive and consistent. They will be your sales systems tailored to your company and structure. When you have a system for hiring and for selling you will have tools in place to manage sales people. It is said what you can measure you can manage. Sales systems bring a resource for measurement. Systems include:
- Presentation materials
- Prospecting approach
- Appointment setting
- Discovery appointments
- Proposal preparation and presentation
- Securing customers
- Follow-up
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Sales Person Development
Sales is 70% attitude. Keeping a good attitude will increase sales. Our goal in development is to not only increase sales knowledge but to help each sales person grow as a person. Build skills and habits that help them deal with tough times and rejection and capitalize on the highs and victories. We will supply and recommend resources that will support this growth. This training takes place at your facility, over the phone and independently. When sales people work on being a better person they also become a better employee. As a bonus, many times we can help alleviate friction that occurs between sales departments and others through working on attitude.
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Sales Coaching
We all have blind spots and it is a good coach who can see them and offer correction. The coaching element of our service will not only identify areas to improve and build on but to act as a means of reinforcing suggestions so they become habits. Creating good habits is critical to developing a sales team that produces consistently. Coaching takes place during weekly meetings, impromptu calls and emails, and at month end when reports are reviewed and sales are managed.
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Performance Management and Reporting
If you don’t have a management reporting system for sales we do. We must have a means of measuring activity and results so we can address performance issues, coach toward higher results and assure leads are being followed up on. The best part is your sales team will begin to give you accurate information regarding sales projections allowing you to manage the business more proactively.
Sales people will enter their activity in a web based customer relationship management system. The system is available for owners, managers and SMN to view at anytime to monitor progress. This adds a much needed accountability element to sales. Keeping up on data entry is not optional and only takes 10-15 minutes a day for each salesperson to update.
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Sales Management Coaching and Advising
Recruitment and Hiring
Our recruitment and hiring process is designed to help you find a Sales Manager that can not only meet your business objectives but also fits well within your organizational culture. We will help you develop job descriptions, advertising copy, review resumes, conduct interviews, recommend candidates and develop a job match template that can be used in the future. We will work with you or do it for you. If you have openings you are looking to fill call us and we can discuss your past efforts and see if we can help.
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Sales Expectations, Compensation, and Incentives
Setting the proper sales expectations tied with a motivating compensation structure is critical to managing sales. We will work with you and your manager to confirm or establish clear performance expectations that are challenging and realistic. We will review your current compensation and reward program to determine if it will provide the income and motivation to build a loyal sales team. Lastly, we will help you develop additional incentives (short and long term) to drive specific sales areas.
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Sales Management Coaching
Our goal in coaching your Sales Managers is to develop them into a professional Sales Managers that can help you grow your business. Our coaching will be tailored to areas where development is required. We will assess your current sales resources and your Sales Managers skills to agree on a course to work toward. We will be in contact weekly with your manager through scheduled meetings, impromptu calls and emails. We will teach them how to teach others how to be a service minded sales person and how to use management and sales reports to manage their team and provide ownership with accurate sales projections.
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