What Sales and Service Leaders Want to Know

How can we establish a SUSTAINABLE sales and sales management process?

Sales process breaks down when there is no real focus and accountability for sales, no preferred way of selling, and no integrated and systematic sales and service process. We'll build a supporting infrastructure for sales and service that will keep your employees focused on their best sales opportunities and hold them accountable for their performance.

Isn’t all sales training the same?

Only if you buy sales training from a generic training firm. Many sales training programs actually damage salespeople for life by teaching rigid, outdated selling formulas which only reinforce salesperson discomfort. Our sales training is clearly different in its emphasis on a preferred way of selling that’s based more on client knowledge than product knowledge, on its emphasis on disciplined practice and detailed, “how to” selling tactics, and on its systematic process for accountability and follow-up and coaching, including sales skill certification.

With so many major initiatives on our plate, should we tackle sales first or postpone sales until everything is in place?

Improving sales should be your first step. It’s the one initiative that contributes revenue immediately to fund your other initiatives. A well-trained sales force also maximizes the profit impact of other initiatives such as CRM so you get a fast payback on those investments.

How soon can I expect improvement?

For most of our sales programs, we allow 90 days for implementation of our “fast start” process with full recovery of your investment with us within the first 90 days after implementation.

Will the introduction of a sales program result in high turnover?

No, in fact, after fitting your employees to the sales and service roles in which they can optimize their performance and weeding out obvious non-performers, you’re likely to reduce turnover by enhancing job satisfaction and improving supervisor coaching and feedback.

Can't I just do this myself and save the money?

It's possible that you can do much of your sales initiative on your own, but very few companies have the resources internally to create a well-integrated sales management process built on industry best practices. The question is how long will it take you doing it on your own, and what are you losing in sales opportunity cost and low profitability? Our involvement gives you more certainty that you'll reach your sales and earning goals. For example, the performance metrics, sales process and skill training you get from us are based on the best practices of the best performing companies throughout the world. This insight assures you of greater buy-in from your employees and, fewer costly mistakes that could set your sales process back for years. With us, you can also license and customize our curriculum internally.

Can we afford this investment?

We've worked with clients on projects ranging from $5,000 to multi-year investments of $1,000,000 or more. We earn our way to additional investments in sales by doing those initiatives first that will give you a fast payback so you can fund on-going sales initiatives with the earnings on additional sales. What you can't afford is the profit risk of losing your high value customers who contribute most of your profitability.