Sales Practices/Processes - Sales Management - Collaboration - Communication

 

Sales is not a stand-alone business practice, and should be considered within nearly every department of your business. Going into specific subsets of each category listed above, I take a strategic approach to  analyzing how well your Sales Department is integrated within the company, and if you are maximizing these inter-department relationships, for a more Tactical execution of Sales efforts.

 

We can have daily meetings of activities and high-level overview of findings, however you must know that the complete overview will NOT be ready until the review is complete. There can be many instances where an issue is not isolated within just the Sales environment, and has direct connection to other business activities or departments.

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Outline of deliverable's: All of the following will be reviewed, measured, analyzed and documented.

 

CRM:

• Efficiency

• Process

  • Continuity of Use Among Sales Staff

  • Tracking of Activities and Results

  • Needs and Recommended Changes

 

Overall Sales Process

• Review of Intro, Follow-up, Presentation, Follow-up/Closing, Transition

  • Pitches - Sales Flow and Psychology

  • Delivery - Review of Tools (Are you covering all the basics correctly)

  • Materials - Use of Bullet Points, and Sales Flow of Documents

  • Listening - Evaluate Pitches and Responses

  • Selling For Retention

 

Basic Rules of Presentation

• Which If Any are Being Broken?

• Peer Monitoring

 

Sales Tactics

• Use of Full Circle Experience Delivery (Driver-Emotion-Analytical-Collaboration-Driver)

  • Psychology

  • Impression

  • Closing - Using a Plan of Action

 

Sales Team Perceptions: This will be a blind discovery *They will not be honest otherwise*

• Company

  • Benefits and Challenges

• Management

  • Process and Confidence

• Product/Service

• Confidence Through Competence

  • Culture

  • Training and Industry Knowledge

 

Sales Meetings

• Culture

• Purpose

• Frequency

 

Inter-Department Communication Analysis

• Level of Collaboration

• Information Sharing

• Proper Utilization of Sales Throughout

  • Ex: Marketing From Sales Perspective

 

Leveraging of Prior Contacts

• How are you leaving them

• How are you reaching back out

  • Strategic Outreach?

  • Bucket Driven?

 

Leveraging Clients

• Y/N ?

  • How Often?

  • What Are You Asking?

 

Special Offer Tactics

• What are Acceptable Sacrifices

  • There’s more than just money

• Sales Commission Contributions & Perks

 

Review of People vs. Process Problems

• Are You Leveraging Individual Skill-Sets?

  • Do You Know What Kind Of Sales People You Have

• Effects of Current Processes and Tools

  • Why Not Providing The Tools You Feel Are Unnecessary Could Be Killing Your Sales Results

  • Stop Them From Fighting The Processes You Need To Keep In Place

 

What Should Your New Sales Manager Be Doing?

 

Have Your Previous and Current Expectations Been Realistic?

 

Discuss The Art of Cold-Calling and It’s True Purpose! (If Applicable)

 

Conclusion of Review:

• Direct Discussion Of Findings And Recommendations

  • Both During Review And Conclusion Discussion

• Written Outline Of Findings And Recommendations

  • For Ongoing Reference And Checklist

• Documented Outline Of Time Spent And Activities Done

  • Better Understand The Time it Takes A Sales Manager To Properly Perform All His/Her Duties.

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Absolute Musts For Successful Project Completion:

Scheduled appointments with your staff for my discovery sessions MUST be held too. This expands further than just the sales department.

I will need to be a silent audio observer for the sales team, and at times visual, so that I can properly analyze various activities and deliveries.

Response to my questions must be within 24hrs (same day preferred).

 

Conclusion Of Project:

We will need to schedule a minimum 2 hour call to discuss the final results as a whole. I recommend this be a ½ day event but I leave that choice up to you.  During this time I can go over more detailed suggestions of corrections recommended, as time has allowed.

 

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