With substantial experience in front line sales and sales management across a variety of industries I know what it takes to make a sales operation effective.
Drawing on my success in a number of start-up operations and consulting projects, I provide sales consultancy to help improve the effectiveness of company sales processes.
Lead Generation: Marketing Strategy
You need leads – enough to meet company growth plans – and you need them created as efficiently as possible. A considered Strategy brings clarity on who you will target and how you will do so.
The Marketing Strategy sets how how you will generate leads, your Sales Strategy defines how you will pursue and close them in the most profitable way. What is the definition of success? How do you organise your resources? Do you use telesales? Direct and indirect sales channels? How do you manage acquisition and account management?
Sales Process & Performance Measurement
Your sales people should all sell in the same way: you don’t want robotic clones, but you do want to share and embed activities that deliver results; and have them work to a process aimed at consistent results..
A company sales process draws on best practice and provides the ‘map’ to ensure each sale is proactively moved towards the decision-point, rather than left to drift; it provides a common approach to success, an understanding of milestones and the vocabulary to assist with measuring performance.
Unless you monitor your sales activities properly you are unable to identify potential issues and take proactive decisions. Defining and reporting on the leading indicators of your sales pipeline provides invaluable insight, enables true control and helps focus sales activities to those that lead to wins.
Engagement & Account Planning
To discuss how I can support your company grow, make contact by telephone or email: