Q: How long does a full Sales Operations Review take?

A: Depends on the size of the company, sales department, and complexity of the sale. Many of the Areas/Subjects/Activities I will be reviewing are highly intertwined with one another, meaning I will discover the bulk of the data needed within a few days. Each following days discovery will provide me the deeper insight needed to uncover underlying causes.

 

Q: How do I know if I need an Sales Process Review?

A: If any of the following apply:

• You are on target for a year over year decrease in sales/revenue.

• You are experiencing high turnover rate in your sales staff and management.

• High level of customer attrition. (While traditionally a CS issue, improper expectations from sales can have a lasting negative impact.)

• You are more worried about the results of my findings, than anything!

• You haven’t had a fresh set of eyes (non-employee) do a review in 3 years or more.

• You want to insert some fresh perspective to combat stagnant environment.

 

Q: How can you be effective for me without the in-depth Industry knowledge I seek in a Sales Manager?

A: Professional sales practices and methods have never been isolated to any one market. Industry knowledge is applied to sales strategies with minor corrections made in the process pursuant to the market being served. 20 years of successful selling, developing sales models, and training others have made me an expert in this field. I have worked within larger corporations, small-midsized outfits, even startups. They say you can’t build a house without a solid foundation, Sales is no different!

Your impending/current sales manager is there to apply the industry knowledge, manage day to day activities, train, etc.

 

Q: How will you be spending the majority of your time?

A: Half of my time will be spent in dialogue and discovery, while the other half will be spent documenting recommendations.

 

Q: What kind of sales environments do you serve?

A: Professional Products/Services. I do not generally work with One-Call Close type of businesses. If your industry requires that relationships be built and expertise be gained and utilized, then we could be a good fit. I can accomodate for sales cycles ranging from 30 days or less, to 6-12 months.

 

Q: Do you have a particular sales discipline you use or recommend

A: I generally utilize a combination of Challenger and CustomerCentric sales methodologies.

• Challenger: Utilizing industry knowledge and deep functional understanding to establish credibility and rapport. This confidence can allow for rep to give strong recommendations/directions to prospects.

• CustomerCentric: This is a more consulting based approach that applies strong discovery tactics to identify the underlying needs, and effectively recommend/apply appropriate solutions to prospects.

 

The combination of these two methodologies creates an ability to get through the door, establish rapport while obtaining needs and understanding challenges/obstacles, properly present solutions with tactical tie-downs, and close with directive-based plans of action.

 

Q: Do you offer sales staff training?

A: Yes.  I will provide group and individual training, but will also review calls and notes made from activities. This is remote training unless otherwise discussed. On-site training has a higher fee and accommodations (travel, lodging, and meals) are provided at company expense. All findings will be documented and delivered to you for review.

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Q: Strategic Planning can be very industry specific. How do you bridge the knowledge gap?

A: Sometimes, I don't. There will be times that I am not the right resource for you. There will also be times were your "industry" needs are truly more sales strategy specific and that can be a universal language.