Sales people are your company's frontline champions and advocates for the products and services you sell. They are the connection between the company and its customers, the driving force of top line revenue and the main contributors to the growth of your company. And more than any other segment of your workforce, your sales team directly influences how the marketplace perceives the company and values its products.
You want your sales team to be the best
But maybe they need some help getting there. The best organizations are helping their salespeople develop skills that position them for success in our competitive and commoditized world. Consultants from the SalesForce Group of Companies can help you to plan, grow and structure your sales process to address key issues such as sales strategy, effectiveness and sales support. With our unique focus on sales, we offer end to end solutions targeted at driving top line revenue and ultimately better ROI. We work closely with clients to improve business performance, drive shareholder value and create a competitive, sustainable advantage.
The SalesForce Group has solutions to drive the best performance from your sales team:
- Selling Audits
- Mystery Shopping
- Sales Compensation Design
- SalesForce team and individual Profiling and Benchmarking
- SalesForce Resource Deployment analysis & Planning
- Sales Process Planning
- CRM planning, deployment and optimization
- Sales Training
1. Selling Audits
You can make substantial investments in developing and marketing your products, and in the operational aspects of supporting and managing your sales channels - but in the end, it all boils down to the moment when a salesperson and a customer make contact. You have to be able to regularly measure and adjust the effectiveness of this experience to know if your investment is paying off.This unique service provides companies with a comprehensive overview of its sales organization and the performance problems it may be experiencing. The Sales Performance Audit analyzes every aspect of the sales organization, particularly the company's overall sales approach, the work environment, and the specific skills and knowledge of each member of the sales team.
2. Mystery Shopping
Mystery shopping is a tool traditionally used by market research companies to measure quality of service in the sales process or gather specific information about products and services. Our process gives you a better understanding of the gap between your brand promise and actual customer experience so that you can reinforce the desired behaviours. Our process will also uncover coaching opportunities for managers to help reps increase sales, profits and customer loyalty.
3. Sales Compensation Design
Organizations today have three common business objectives: growth, cost management and taking intelligent risks. Having a thoughtful, holistic, well designed compensation plan in place is essential to aligning your Sales program with your overall business strategy and meeting these three objectives.
Whether it’s assessing your current plan, developing a completely new one or putting a program together for new hires, The SalesForce Group’s team of compensation professionals will design a comprehensive compensation package that best reflects your position in the market and maximizes your ROI into your sales program. help you customize a sales compensation program to meet the needs of your business strategy and support the goals of your organization.
4. SalesForce Team and Individual Profiling and BenchmarkingWe are currently compiling this information, please check back soon for updates.
5. SalesForce Resource Deployment Analysis & Planning
Cost of Sales is generally a very large component of an organizations cost structure. Is your company getting the maximum return on investment into your sales program? It’s clear that poor deployment of an organizations sales force results in two unfortunate circumstances, upward pressure on cost of sales and downward pressure on revenue. Weak ROI.
Our services help our clients improve business performance by maximizing the effectiveness of how their sales resources are deployed. Whether you are looking for an assessment of your current state, need to create a new deployment model, or you are merging multiple sales teams, we can help. With our structured, well defined process we will work with you to ensure your territory and resource management programs are running at peak effectiveness with minimal customer disruption during the change management process.
Our focus... help you maximize your ROI.
6. Sales Process Planning
Whether your company is a small, new start-up or a Fortune 500 giant, having a structured, well designed sales process is essential to the long term success of your business. Not only does it make it more difficult to grow sales revenue, organizations without a well defined sales process have difficultly predicting what future revenues will be, which makes it very difficult to plan.Using industry best practices, our experienced sales consultants will work with you to develop a comprehensive, robust sales process. The process will be designed specifically to your organizations strengths and capabilities, to provide maximum value and help your sales department become a center for sales excellence. Management will have access to more accurate, timely information which will allow for better decision making. Sales reps will follow a documented, transparent process which will reduce the sales cycle and drive greater results. They will have a structured process to follow so they can focus on what counts... closing the sale.
7. CRM Planning, Deployment and OptimizationWe are currently compiling this information, please check back soon for updates.
8. Sales Training
As part of SFO’s complete product offering we are very proud to be able to provide our clients with a comprehensive range of sales & sales management training programs in partnership with a Global Leader in business development
Our Product Offering
- Sales Profiles
- Sales Force Training
- Sales Management Training
- Strategic Customer Care
Training programs are designed around the particular needs of the client & can be delivered-in either customized format for in-house delivery for larger clients ,or in public programs & sometimes a combination of the two.
We are also able to provide an on-line support program for skills re-enforcement
We believe that the best training occurs when there is a chance to learn new skills incrementally over a period of time - allowing sufficient time for new behaviours to become properly anchored
Typical Problems we are able to fix
Typically we are able to improve performance in companies who have the potential to do well, but are not optimising this for a combination of reasons which may include:
- Not having a uniform selling system to properly qualify prospects
- The selling cycle takes too long
- Wasting time with prospects who are non-decision makers or who are reluctant or unable to commit funds
- A lack of clarity and an inability to articulate clearly what it is that makes them different
- Poor “on-boarding” practises for new sales people
- Hiring the wrong sales people and unwanted turnover of sales staff
- No uniform best practices prospecting strategy for securing new accounts
- No clear definition of what an ideal client looks like
- Discomfort in parts of the sales role such as making cold calls, talking about money or decision makers at the “C” level
- Managing the sales team by numbers alone as opposed to numbers & key performance indicators
Who makes an ideal client for us in respect to training
- Those who believe in the idea of “continuous improvement”, who are open minded, & who understand – that often “we don’t know what we don’t know !”