Sales Development Solutions for Commercial Businesses

For most sales organizations, the critical issue in sales management is how to move low and average sales performers to production levels closer to those of high performers.

Hiring, sales training, coaching, sales process and sales compensation have to be integrated for maximum focus and motivational impact.

As a result, our solutions for improving sales productivity are customized for the unique sales process and market niche of each industry and each sales organization.

I. Sales Management

Sales Practices and Profitability Assessment

To create the infrastructure necessary to support high levels of sales production, we provide the sales profession’s most comprehensive and objective assessment of an organization’s current sales practices and best opportunities for profit enhancement.

Through our unique process of employee surveys, on-site interviews and observations, assessment of sales supervisors, and off-site review of current sales practices, sales effectiveness and profitability, we help you craft an integrated sales plan that will increase sales productivity per FTE.

II. Sales Consulting

Sales Process

We help sales organizations improve their focus and accountability for sales and service by defining their Preferred Way of Selling® for each business unit; creating systematic processes for planning, selling, pipeline management, and coaching; and designing performance scorecards and cost-effective sales incentive programs.

III. Skill Building

Sales and Service Skill Building

To create consistent selling practices across the organization and get new employees to full sales production fast, we provide a sales management course and the state of the art Optimum Performance Selling course which is designed specifically for salespeople in high production selling roles and which is self-customizing to each participant.

Service Delivery

To support high performance selling, we provide internal service quality metrics, service standards, interdepartmental service agreements, and service quality training for support department staff.

Recruiting and Selection of Sales and Service Personnel

To help you hire salespeople who can sell and to fit existing personnel to the job roles that best optimize their performance, we provide our nationally validated hiring assessments, the Optimum Performance Profile® and the Service Readiness Profile®.

In addition to scoring individuals on their likelihood of success in key sales, service and supervisory roles, our on-line assessment provides detailed recommendations on how to train and coach each candidate and provides interviewers with a customized interview guide for conducting effective behavioral interviews.

In addition to hiring assessments, we provide consulting on recruiting and on development of hiring scorecards, and we provide training on behavioral interviewing.

Sales Meetings

To add maximum sales skill improvement or motivational impact to time compressed sales meeting events, we can provide workshops and speakers to support your immediate market objectives.

Field Coaching

To help sales managers reinforce the preferred sales process, we conduct on-site field visits with sales managers after training to model and coach effective use of best coaching practices. Following our visits, we conduct sales and service plan reviews with senior managers to provide feedback and personalized coaching, and to recommend corrective action as needed.