"Companies don't succeed, people do!"

Developing a structured sales process

The results of this sales improvement program can be achieved by consulting with senior executives, one-to-one coaching, training workshops, or a combination of all three.

Potential benefits

  • Improve prospecting results, leading to higher percentage of business from new customers.
  • Shorten the time from first appointment to first business.
  • Enhance the value added to the customer’s experience during the sales process.
  • Differentiate more strongly, especially by how you help customer’s bu
  • Increase sales value and customer spend from existing customers and accounts.
  • Achieve greater consistency, accuracy and conversion of pipeline or pending business opportunities.

Focus areas to developing a more structured sales process:

    Predictive metrics
    These are key indicators that drive sales results. By reviewing your current measures, we can identify potential improvements before the course and embed them as goals and objectives.
    In particular, we examine predictive metrics around new business.
    Structured sequence
    There is almost certainly a degree of variance between salespeople and also the month-to-month performance of individuals – the sales ‘roller-coaster.  This approach to sales improvement looks at ways to smooth the graph and achieve more consistent results.
     Best practice skill set
    As well as core sales skills delivered to a high-level, the course looks at developing ‘set-pieces’ for use at critical points in the sales process. This might be appointment making, making an impact, differentiation, high-impact questions, tailored benefit presentations, proposals, pricing and more.

Free, no-obligation Sales Process Analysis report

    In order to help you understand the nature and quality of this program, and if it is right you, we offer a free two-hour consultation and brief initial report.   This will based on a series of short but highly targeted questionnaires and sample telephone discussions, plus a face to face meeting with a senior sales manager or director.
    The finished report will summarise our findings, highlight any areas that might be targeted for improvement, and how this might be achieved. 
    The report will summarise
    Current predictive sales metrics, not just sales results.
    Variances or weaknesses in sales process, particularly around developing new business or increasing sales.
    Clarity of understanding around sales materials, tools, skills and approach across a team.