Sales Services

How Can You Develop Your Sales Force?

Marketing Services that Magnify Sales Force Effectiveness

Sales Force Effectiveness and Improvement Analysis

The Sales Effectiveness and Improvement Analysis is like an X-Ray or MRI on your sales force. It provides critical information for improving your company's sales organization. Using the information collected from the individual evaluations, the analysis sheds light on:

Salesperson Issues

  • The state of your pipeline
  • If your sales force is capable of executing your sales strategies
  • Each salesperson's strengths and weaknesses and if they are trainable or not a fit
  • How comfortable your salespeople are with your go to market model

 Management Issues

  • Problems with your hiring criteria
  • The effectiveness of your sales management efforts
  • If your management team is on the same page 
  • Business being lost as a result of the problems and the ROI you can expect when they are fixed

From this assessment, we identify key problems and what it takes to solve them. The Management Overview uncovers the hidden problems that you weren't aware of, weaknesses common to your salespeople, which salespeople should be performing better and what you must do to help them reach their full potential.

You will learn who is trainable, how much training they'll need and the kind of help from which each will benefit. If you want to transform your business from good to great, you'll learn which of your existing people should be on your team and the roles they should be in. You'll also learn who should find another team.

Learn more about Sales Force Evaluations

Take the Free Sales Force Grader

Sales Development and Training Practices

With our strategic partners, we build a custom training and development plan for your managers and salespeople. We typically start with management, because if the right coaching, incentives, metrics, and processes are not in place, training only sticks with your most motivated salespeople. With a compelling value proposition and a Relationship Marketing System that significantly increase your pipeline, we will guarantee results, and we will stand behind our guarantee with a significant portion of our compensation at risk. Here are a few key areas we often uncover in our Sales Force Evaluation:

  • Sales Management Training and Coaching

  • Metrics and Incentives

  • Buying and Selling Process Mapping

  • Salesperson Skills Training

Sales Mind

Most salespeople need help overcoming the head and stomach problems that skills training won't solve.  Many sales trainers ignore this part of sales development because they don't know how to help people overcome these weaknesses.  Those in the know wish they could bottle and ship the solutions because they are so time consuming. SalesMind helps salespeople overcome the following obstacles:

 

  • Need for Approval

  • Fear of Rejection

  • Call Reluctance

  • Low Money Tolerance

  • Getting Emotionally Involved

  •  
    • Discomfort Talking About Money

    • Not Being Goal Orientated

    • Low Self-Esteem

    • Lack of Killer Instinct

    • Excuse Making

    For less than $100, Sales Mind is the best investment you can make in overcoming personal obstacles. Get Sales Mind here

    Proven Sales Hiring Tools

    If you are tired of hiring salespeople who interview well but don't actually sell,
    I guarantee you can hire people who will.

    Imagine the ROI from a sales hiring process that:

    • eliminates the 74% who perform poorly and

    • selects from the top 26% who will sell effectively for you

    The High Cost of Poor Performers

    Hiring poor performing salespeople is so common that many people just accept it as a cost of doing business. 40% of the sales force typically fails to make quota, and rampant salesperson turnover magnifies the problem. Because the real cost of poor performers ranges from $50,000 to $500,000 or more per salesperson, you reap a huge return on  your sales force investment when you screen out poor performers and hire top performers consistently.

    The good news is you can fix this frustrating, costly problem. The solution starts with using a proven Sales Hiring Tool. You get the best results when you also improve the hiring process and you implement a good training program for new hires.

    For more, go to How to Hire Top Salespeople

    Guaranteed Sales Hiring Process

    Because a failing salesperson costs from $50,000 to over $500,000 in hiring, training, and lost business, hiring effective salespeople is important. Unfortunately, according to studies by CSO Insights and others, annual salesperson turnover is around 30%, and quota attainment is under 60% in good years. So most companies hire failing salespeople repeatedly. Professional Services firms have a similar problem; too many partners are ill suited to business development. Companies need, but they don't have, a proven process for hiring salespeople who WILL SELL.

    Most salesperson hiring processes produce inconsistent results. Proven solutions are available, and the return on investment (ROI) is 10 to 1 or better. The best solutions eliminate the guesswork and nearly all the risk in hiring salespeople, and the tools used as part of the process have had their predictive validity verified. In an increasingly competitive market, can you afford not to hire effective salespeople?

    Training or Outsourcing? We provide a two day training and ongoing support for you to learn this proven process. If you don't hire enough salespeople or you don't want to develop this expertise internally, we'll act as your Sales Hiring Partner.

    Get our free report: How to Hire Top Salespeople

    Relationship Marketing Systems

    Because people are more likely to buy from those they trust, believe, and find credible, Relationship Marketing works. Relationship Marketers recognize that people are skeptical and are not ready to buy now. Good marketeers know buying is an emotional decision that we justify with logic. People are busy, and they don't have forever to learn all the details about all the alternatives available. People take shortcuts like asking friends or trusted advisors. They see who else is using the product or service and if they are happy. 

    Sometimes called drip marketing or Nurture Marketing, Relationship Marketing nurtures prospects and customers and solves the problems of follow up failure and customer neglect. Relationship Marketing produced the following results accordind to a Microsoft study:

    • 306% increase in qualified leads
    • 25% increase in customer retention
    • 260% revenue increase

    Who needs a Relationship Marketing System?

    Any company with a sales force is a natural fit for a Relationship Marketing System.

    Professional Services firms dependent on referrals and tired of feast and famine revenue cycles also need to implement a Relationship Marketing System.

    If you have more than a handful of customers, prospects, and contacts, the business case for Relationship Marketing is compelling. You can implement simple, online systems focused on eliminating follow up failure and identifying interested prospects, and you can implement more comprehensive systems that map the whole Customer Relationship Lifecycle, have powerful reporting capabilities, and enable email, fax, and letter communications. We can help you pick the system that's right for your situation, and we're experts at building and writing campaigns that work.

    Read more about Relationship Marketing services

    Lead Generation, Lead Nurturing, and Marketing Automation  

    For B to B companies looking for a Marketing Partner, we've combined forces with a proven lead generation firm whose clients include IBM, 3M, and Wells Fargo. We're providing an outsourced Marketing Automation Service that includes

    lead generation

    lead management

    lead nurturing

    lead scoring...

    and more. The purpose is to prevent lead follow up failure and drive revenue and improve accoutability  instead. This service can be exclusively online or we can combine online demand generation with proven offline activities that generate leads and build relationships. 

    Read more about Lead Generation and Lead Nurturing services