We provide sales consulting services, tools, and resources to address these three fundamental sales performance issues:
- The cost of winning a sale is too high or rising.
- Inaccurate forecasts are making it more difficult to manage the business and satisfy stakeholder expectations.
- Sales skills gaps are negatively impacting results.
Do you recognise any of these sales challenges in your business or role?
If you need to overcome any of these issues, schedule an informal conversation with me now. I'll ask a few questions and then outline ways that similar problems have been addressed.
You will gain enough information to fix things yourself or you can use our services to help you bring about the necessary changes.
Effectiveness v Enablement
What is the Difference?
Effectiveness is about stage by stage performance measurement and improvement.
We provide heads, hands, and tools to help managers and individuals measure and improve performance at every stage of the customers buying process.
Enablement is improving the information, content, and tools that help salespeople position their offerings, establish credibility, and communicate value.
We help customers improve their content, tools, and value propositions and present them to sellers in a complete consistent kit.
It is easy to separate good and bad strategy. Once the 'how' of a plan is set, the next actions should be obvious. If required actions aren't obvious, the strategy is not serving its purpose and should be renewed or revised.
Good strategy drives tactics. Few can afford the luxury of a bad plan. Drawing on diverse wells of experience, making the most of resources, and being just a little better has a disproportionate impact on results.
When orders are slow the spotlight is quickly turned on salespeople and their skills yet their ability to perform is affected by their selling environment.
Initiatives to increase performance can be directed at three levels: The organisation, the leadership, and the individual. What needs attention first?
Improving the way things are done; improving forethought, strategy, planning, and communication, or developing individual competence in terms of knowledge, methods, and skills? It is difficult to assess where to start and how to get results.
If working in the job is preventing work on the job, we can make a difference through through bespoke sales consulting services or a strategic review.
The health of a company depends on performance matching expectations yet leaders and their people are often expected to accurately predict results of uncertain customer decisions.
Getting optimum results depends on managers defining reliable and repeatable systems for qualification, lead acquisition, and conversion.
Alignment of process, market insights, marketing resources, qualification, and execution all improve performance predictability.
In many organisations, management and leadership development is given much less attention than training salespeople. Leaders are expected to know it all and deliver results with limited or no professional support.
Issues are best dealt with before they become problematic. In an ideal world, managers anticipate problems and difficulties and prevent their occurrence in advance rather than be on hand to repair the damage and police prevention policy.
Continuous informal assessment supported by periodic formal assessment offers the means to head off issues before they lead to poor performance. 'No problem can withstand the assault of sustained thinking', wrote Voltaire.
Yet thinking is the hard work that precedes success. Action without a plan is random and little better than planning without taking action. A consultant, coach, or adviser can be a lens for focusing talent.
If you need help to increase results, improve predictability, or resolve issues, a sales consultant is an immediate expansion of resources. Our sales cosulting services deliver specialist expertise and hands on people when you need them. Call +44 (0)1392 851500. We will be pleased to learn about your needs and talk through some options. Alternatively, send an email to firstname.lastname@example.org for a prompt reply or use the contact form here.