Sales Force Development

Sales Systems and Processes

Does your organization have a well-designed system of sales operations to follow?
This is a crucial component to assure is in place in your sales efforts in order to provide efficiency and stability to the results. We provide assessment and implementation of tools, recruiting process, succession planning, territory design, compensation plan, quota design, budget design, recognition programs, communication events, strategic account planning, sales tracking, forecasting, customer feedback process and account profiling.

Sales Management - Strategic Level

Does your sales management team have a preplanned map for the future of the sales department?
Statistics prove that the least formally developed employees in organizations are sales managers. Our focus here is to instill a pro-active mind set to assure sales force planning, sales cycle management, motivation plan design, systematic team building, performance management process, funnel management and culture development.

Sales Management - Tactical Level

Do your front line Sales Managers truly coach and motivate professionally?
The interactive skills that a sales manager demonstrates with his/her sales people in order to continuously direct their energy are paramount. Some of the areas this learning process builds abilities in are recruiting, in-field assistance, sales person motivation, goal setting, corrective action, setting mutual expectations, sales meetings, giving/receiving feedback, leadership styles, questioning, listening, interpersonal communications and coaching basics.

Major Account Sales Force

Are your senior sales people left unrefined due to their tenure and presumed abilities?
Even the most seasoned professionals need "batting practice" in fundamentals. This program enhances larger opportunity professionals by maximizing negotiations, leveraging multiple product placements, contact management, conducting thorough needs analysis, strategic account planning and self-motivation.

Specialized Sales Force

Do you have a niche sales team that has to service a very specific vertical market that is out of the ordinary?
Often the specialized sales force is in a constant learning curve to understand their customer and, as a result, loses control of the sales cycle. We focus here on managing the sales cycle progress with the customer to educate the customer on the extra value they are getting.

Foundation Sales Force

Does your core sales force understand the stages a customer goes through in buying your product and manage this cycle consistently?
This group will have instilled the abilities to know where to look for qualified customers, gain entry into the account, probe for need, build a professional proposal, present your product's benefits properly, ask for the business, handle objections and negotiate where necessary. Beyond these basics we emphasize self-management, assignment management, telephone skills, behavior styles, value added selling, consultative selling, relationship building and goal setting. Please keep in mind these skills are developed over time with a combination of lecture, group workshops, role-playing, video taping, action planning, in-field coaching, sales managers reinforcement and follow-up sessions. All programs are customized to the sales team and often down to the individual.

Tele Sales / TeleMarketing

Have you explored the opportunity to reduce your cost of sales by building or developing your telesales force?
This high demand skill set requires telesales professionals to maximize abilities such as overcoming initial resistance, use of a general benefit statement, building rapport quickly, utilizing scripting effectively, development of call option forks, communicating distinctive values quickly, use of questioning effectively, overcoming voicemail/screening obstacles, pre-call and post-call methods to enhance the sale, managing the rejection curve, customer base management, automation use and other fundamental sales role areas.

Customer Service

Do you see your workforce's attitude toward Customer Service as a profit source?
This is an in-depth process that is designed to reach organization wide. It builds a thorough commitment internally by learning in areas such as the internal order management cycle, creating service climates, getting continuous customer feedback, the service triangle, internal & external customers, moments of truth, critical customer impact points, G.A.S.A. service process (Gather, Analyze, Solution, Appreciation), handling irate customers, measuring Customer Service and customer satisfaction indexes.