Strategic Sales Review

Sales plays a pivotal role in the achievement of your business goals. Are you certain that your sales processes and metrics directly support your business strategy?

 Overview

We carry out a brief review of the business with our customers, focussing on the vision that they have for the future and the challenges that creates for sales. We then look at the current state of play, identify the gaps, analyse the situation and develop a plan to realise an agreed desired state. The plan will include a series of solutions to particular issues.

Detailed analysis draws out a specific set of challenges which can then be prioritised. The timeline for implementation depends upon the customer's resources in terms of capacity, ability to implement and budgets.

Scope

The scope of our review typically includes:

From a strategic viewpoint:

  • Brief review of our customer's business vision – current state and desired state – from a sales perspective
  • Understanding of business objectives, priorities, risks and issues
  • Appreciation of business and sales performance, including current key business and sales performance indicators
  • Major challenges facing the business

From a sales force viewpoint:

  • Understanding current sales processes
  • Uncovering process bottlenecks, problems and other issues
  • Capturing people’s expectations, any motivational issues, ideas for improvement
  • Identifying sales performance information problems and opportunities

Deliverables

Based on our experience, it is always likely that the key deliverables will include:

Strategic Sales Review

Comprising:

  • Short report of our findings and recommendations
  • Implementation timeline
  • A sales road map (sales process documentation)
  • Design of a sales structure together with associated competency requirements
  • Development of improvements to the sales management process
  • Outline of a business system for managing the sales process
  • Design of a skills training and development programme
  • Creation of a clear communication strategy for internal and external use

The strategic sales review deliverables plot a route to your desired state that delivers a measurable return on the investment you make in us.
 
Training and Development Plan Implementation

Comprising (subject to the strategic review findings) skills training in several aspects, including:

  • Account planning
  • Account penetration
  • Account relationship development and management
  • Need creation
  • Qualification
  • Sales meeting objectives
  • Negotiation
  • Handling objections
  • Planning a sale
  • Selling to senior executives

The whole approach ensures that plans and actions are put in place to equip your sales management and people to their pivotal role in taking your business to where you want it to be.

 

 

Move your business forward:

Call us on 0845 125 9098

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