Our Sales Consulting Approach

Your company’s goals and culture are unique. Whether you’re conducting training only or you’re implementing a corporate-wide sales culture transformation, our customization and integrated approach to sales development reduces your investment risk by leveraging your strengths as a sales organization. To assure you of a quantum leap in sales productivity, we first work with you to define your Preferred Way of Selling® and to determine how we can improve focus and accountability for your sales efforts.

To assure sustainable goals in performance, we use the following model to assess your current sales practices:

A Sample Implementation

Phase 1: Assessment Of Your Current Sales Situation

Methodology: current sales practices are compared to industry best practices

• All sales and service employees will take an on-line Sales Assessment Survey questionnaire.
• Schneider Sales Management will conduct on-site interviews and observations of selected sales and service employees, review current sales practices and profitability data and analyze the findings.
• Findings are presented to executive management with recommendations for your sales plan.

Phase 2: Implementing Your Sales Process

Methodology: our seasoned consultants will help you:

• Define your preferred management routines based on the survey findings
• Develop balanced performance metrics and rewards that will drive appropriate profit improvement behavior
• Develop a sales pipeline management process
• Develop a sales orientation for new hires
• Develop a structure for dedicated business development
• Define a Preferred Way of Selling® for each business unit
• Create a system for sales and coaching routines
• Sell your initiative to your employees

Phase 3: Sales Skill Building

Methodology: customized for each job role

Skill building is designed differently for each job role and is organized for maximum “how to” skill application during and after classroom instruction.

We typically train sales leaders directly and certify your in-house instructors to conduct your front-line sales and service training with the support from the sales industry’s absolute best leader guides.

Our systematic approach to skill building provides you with in-depth training that will directly support your goal of developing a consistent sales process across all client contact job roles. It will also improve employee job satisfaction and motivation for being part of a helping, client-focused sales process.

1. Skill Building for Branch and Department Sales Leaders:

• Profitable Sales Management
• Optimum Performance Selling
• SaleSkill Mastery® Skill Certification
• Franchise Management
• Conducting Behavioral Interviews

2. Skill Building for Branch Platform Sales Personnel:

• Retail Selling
• SaleSkill Mastery® Skill Certification
• Branch Teleconsulting
• Profiling and Relationship Management

3. Skill Building for Lenders and Wealth Management Personnel:

• Optimum Performance Selling
• Profitable Relationship Management

4. Skill Building for Referral Sales Personnel:

• Referral Selling
• Contact Center Selling
• Support Department Service Quality
• Front-line Coaching

5. Skill Building for In-House Sales Trainers:

• Sales Trainer Training and Certification

Phase 4: Follow-up and Reinforcement

Methodology: branch sales leaders will receive personal coaching and feedback on their sales management practices from Schneider Sales Management consultants, including modeling of how to coach their employees in your company’s preferred way of selling.

Schneider will monitor progress against plan and provide senior managers with continuing assessments of branch sales management actions and make recommendations for corrective actions.

Follow-up and reinforcement for branch and department sales leaders:

• On-site and off-site field coaching
• On-site and off-site sales plan reviews
• Advanced profitable sales management