Selling is a Process

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Reasons we are called in

• Not sure if the sales team are delivering enough?
• Can we increase sales without increasing sales people?
• Can we measure the sales pipeline?
• Which Customers should we visit?
• Which Customers make money for us?
• Are we paying the sales team the right way?
• We need sales meetings but I do not have time?
  

 Services most often used

• Sales Management Basic
  
  • Typically 1-4 sales people
  • Sales meeting fortnightly (physical or telephone)
  • Consolidation of sales activity
  • Picture of the current sales pipeline
  • 1 on 1 breifing to owner / GM
• Sales Management Medium
  • Typically 4-8 sales people
  • Sales meeting fortnightly (physical or telephone)
  • Consolidation of sales activity
  • Picture of the current sales pipeline
  • 1 on 1 breifing to owner / GM
  • Coaching sessions for individual sales people (up to 3 at a time)

Not sure if the sales team are delivering enough?

Sales people can reasonably be expected to deliver a 10% growth in their sales year over year on an assumption of normal markets.  Our experience though is that this will vary wildly depending on many issues such as

• Product lifecycle, where are the current products in the commercial lifecycle
• Competitiveness of the product in the market, is it perceived as valuable
• Prospect awareness, so many great ideas in the market but not enough time
• People, people buy from people and you need the prospect to feel that they owe you the order.

·  Can we increase sales without increasing sales people?

Our experience is that from the time sales management techniques are introduced sales increase.  When you measure, the process then improvements begin to occur.  There are a considerable number of management theories regarding this however once the process management begins and the sales meetings happen (this does not mean travel time by the way) the sales will increase.

·  Can we measure the sales pipeline?

Process mapping has been practiced in business for many years however for almost as many years selling was considered an art.  We have identified the key factors that make sales happen, put them on paper and allowed them the test of time.  Every time our Clients find when they begin to measure then they not only gain sales but also they understand how to make more sales happen.

·  Which Customers should we visit?

Many sales people are the good guys and they continue to visit a prospect time and time again and they continue to waste their time.  It is great for PR but if they never intend to buy from you then why are you wasting time and money on them.  We have ways to determine if the prospect is considering a purchase or just wasting your time.

·  Which Customers make money for us?

Some Customers are great they buy with the correct lead-time, they pay on time but then there are the others, when was the last time you faced into the problem Customer and said ‘we are increasing the price because you are an expensive Customer’.

·  Are we paying the sales team the right way?

Sales teams need to be paid but have you got the mix of fixed salary (and benefits) to the variable components set to achieve the best from your sales team.  We have scales based on the type of sales along with the sales cycle and the business needs that will help you get it right.

·  We need sales meetings but I do not have time?

Good sales meetings happen every week, they are short and sharp, they have an agenda and they motivate people.  If your business does not deliver this to the sales team then you are being shortchanged.  We have a service that will move your business from the current situation to one where sales meetings are

• Positive
• Motivational
• Short
• Personal