This page groups together Sales Consulting resources on this site.
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We use the term 'sales consulting' to describe services for improving sales operations, methods, processes, skills, and management.
Best practice methods, processes, skills, and habits for salespeople and sales management are widely known and well documented, yet adoption lags. Most organisations struggle to embed best practice routines. Sales consultancy services can help bring about the changes that lead to increased results.
What is sales consulting?
Sales consultancy is a professional service that helps organisations optimise their sales processes, strategies, and performance to achieve better results. Sales consultants typically work with businesses to identify challenges, provide strategic advice, and implement solutions tailored to their specific needs. These services can range from diagnosing sales inefficiencies to offering guidance on organizational structure, technology implementation, or training for sales teams.
How do sales consultancy services help?
Everyone employed in a business is usually fully occupied with day-to-day operations. While an organisation's leaders should spend time analysing how work is carried out and finding ways to improve the way things are done, they are often too busy working in the business rather than on the business.
Sales consulting services provide additional resources when needed. A consultant specialising in sales will study how a business operates, compare what is done with established best practices, and recommend practical ways to make improvements.
What are the opportunities for improvement?
Reasons for needing help include:
Not having people with the right expertise. While the information about best practices is available, confidence in the efficacy of a new practice and confidence in the person setting up new processes is important. Sales consulting can bridge this gap or lead implementation projects.
People with the expertise are too busy. Often, the people with the expertise are fully occupied with other priorities and cannot push such projects to the top of their action lists. Change demands careful forethought, planning, and management. A sales consultant can provide the extra resources under the direction of in-house experts or undertake projects independently.
Lack of governance and policy. Sometimes it seems that best practices are being followed, yet a closer inspection reveals that there is just an appearance of a practice being used. Without some form of governance, buy-in, and measurement, people can believe they are following best practices when in reality, they are doing something else. A sales consultant can prepare governance and policy documents, gain executive approval and stakeholder support, and communicate the required behavioural change.
Management and leadership improvements. Best practices for management and leadership are well-known and widely promoted yet observing practices and living by them can be extraordinarily challenging. A sales consultant can draw attention to the gaps and opportunities for improvement. Sales consulting can provide guidance and extra resources to embed changes. Activities can include training and coaching.
Sales Enablement
Larger organisations address this difficulty by establishing an in-house sales enablement team tasked with managing and delivering sales training, coaching, process guidance, sales tools, and development programmes.
In smaller organisations, sales enablement projects are assigned to those in sales and marketing roles. Since their time is usually fully committed to their primary responsibilities, sales enablement projects are often unavoidably neglected.
Using third-party sales consulting resources to design, implement, or accelerate improvement initiatives presents untapped opportunities to increase performance.
The pages below offer more about sales consulting and how to use third-party resources to augment in-house capabilities and accelerate improvements.
If you need more resources to get projects started, continued, or completed, sales consultants can help to get things done. Our sales consulting services are guaranteed to provide a return on your investment. Get in touch.
Call +44 (0)1392 851500 or book a call with Clive Miller.
