SALES EFFECTIVENESS
“Everything should be made as simple as possible, but not simpler.”
Albert Einstein
How we work together
We will partner on 90-day “sprints”. We’ll start with a conversation to understand where you are today, where you want to go as a sales organization and what challenges are keeping you from being wildly successful. Together, we’ll prioritize challenges and desired outcomes to identify 1 to 3 key areas of focus. Next, we’ll define what success looks like. I bring years of experience walking clients through these exercises.
Alignment
If you asked your salespeople to list the top three corporate objectives for ’23 and how they impact them every day, how many would answer correctly? 100%? 80%? 50%? Lower?
Sales Structure
Align sales, marketing, lead generation and other functions to support pipeline growth and closed revenue.
Technology
What technology are you using today? Microsoft Office solutions? You can do better. There are proven solutions that are cost effective, easy to use, and impactful.
Incentive Plan Analysis & Design
Create an incentive plan that supports organizational goals, is motivating, and is based on metrics that you can measure, and the salesperson can impact.
Training
Whether new or tenure, every salesperson needs to have a growth mindset. Ongoing sales training is the best way to ensure your team is in peak sales shape.
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Go-to-Market Strategy
Define the best go-to-market strategy for your organization; evaluate the relative priorities within your strategy and how you optimize channels to reach existing customers and prospects.
Sales Process
BANT, MEDDICC, MEDDPICC, other? Let’s determine what works best for your organization and design actionable close plans to decrease sales cycles, increase win rates, and increase sales.
Talent
Your salespeople are your most valuable asset. What does your ideal salesperson look like? What are the traits of your most successful salespeople? How do you replicate them?
Coaching
Everybody is better with a coach. Coaching improves onboarding, shortens time to productivity, and increases attainment of critical goals