CONSULTING

Outsource Sales Management

By using a proven sales methodology implemented in a CRM system, you can ensure your team repeats success on a regular basis. This is assuming that you have the right team in place; they are fully trained, and are being directed by someone who understands sales management.

On a weekly basis, the sales manager will speak with the sales team to determine the status of your sales opportunities. Everything in that meeting will be focused on closing sales, finding new business and ensuring opportunities are moving along the pipeline. As a result, we are able to identify strengths and weaknesses among your sales team, shorten sales cycles, optimize the time your sales team spends on given opportunities, stop quoting for the sake of quoting, and eventually identify a leader who can take over as the sales manager.

So why is it important to have someone with sales management experience in a company? Those of you with sales experience will know the answer, however, if you do not have experience in sales, let me ask you the following questions:

Would you know the characteristics of a good sales person?
Can you easily spot when someone is telling you a lie?
If a sale was dragging on, would you know what questions to ask to find out why?
Have you ever been paid commission? Do you think sales people are overpaid?
If a sales person was not performing, would you fire them and get a new sales person?
How would you define not performing, in the previous question?
Have you ever used and do you understand the value of a sales process?

Sales Process Development and Implementation

The business development department of any business is the one that has the least process attached to it. This could be for several reasons: don't understand it, much harder to measure, or there are too many variables. Unfortunately, it is the one department in any business that needs to be measured the most in order to run the back office more efficiently.

The processes Acuity has built give you that power to be more profitable and more efficient throughout the company. Just think no more guessing, no more hoping, no more paying over time because of big surges in business you weren't expecting or layoffs because of the hopes you had for a sale never happened. We give you true control of your business. Below is a list of processes we can help you put into place:

Hire a Sales Superstar
Forecasting
Sales Process
Market Analysis
On-Boarding
Compensation Plan
Managing the Pipeline

Although these elements can be addressed individually, they are all interrelated so it's best that they be looked at collectively. This also provides consistency and ensures that each element is properly supported.

Sales Culture Development

We find that clients most often begin working with us when they are seeing the effects of their sales culture needing an alignment. Over a period of time we help them answer the following questions as we watch their sales culture become increasingly efficient in delivering more sales quickly.

Sales Culture Chart

Strategy

Do you have a unified sales process/approach that each sales person follows or does each person "do their own thing?"
Does the sales process support your overall business strategy?

Staff

Have you objectively identified key characteristics that your top producers have so you know exactly what you're looking for when hiring new sales people?
Do you have objective assessments in place so that you know when you find someone that fits your "top producer" template?

Skills

Are you using skill training that contains on-going intermittent reinforcement for both sales management and your sales team?

Systems

Does your compensation plan address all the results you wish to see?
Are you managing your sales pipeline to avoid the "roller coaster effect" of monthly peaks and valleys in your sales?
Are you helping new hires ramp up in such a way that you avoid unnecessary and costly attrition?

In the end, we help create a culture of accountability, measurement, and coaching.