step 1:

Sales Growth Trends Analysis

We start all sales growth projects by understanding your past and current sales performance. We review the previous three years of sales growth (if available) and understand the trends in terms of revenue and profit at market, product and customer levels.

• Review past three years of sales data to determine stagnate, growth or declining trends
• Determine the percentage and types of customers that purchase the majority of products
• Highlight key observations for dialog and alignment with the management team

step 2:

Product Analysis

The value proposition provided by your services and products can dictate your market position. We will analyze your product and service performance related to industry performance indicators, competitor analysis and customer feedback. Understanding the opportunities for leveraging strengths and improving weaknesses can provide significant new growth potential and capacity to better meet customer needs.

• Complete product/service analysis of features and benefits
• Understand sales trends - volume and frequency
• Review competitor products features and benefits
• Gain customer feedback about product performance and opportunities for improvement

step 3:

Customer & Market Analysis

Industries are evolving and new technologies and delivery systems are frequently changing. We will review major trends with your management team and determine how industry changes and changing customer needs will impact the organization in the years to come. The purpose is to align product development and investments to accomplish long-term market share potential.

• Understand macro-trends, impacts and uncertainties in the industry
• Anticipate customer needs as their product use and the industry changes evolve
• Identify specific product development initiatives for the next 1-3 years
• Specify product development costs that need to be factored in the sales and marketing budget

step 1:

Customer Segment Targeting

Targeting specific customer segments is the key to sales and marketing success. The sales person with a rifle will usually outperform the one with a shotgun. Our aim is to help you target the right customers with the right tools and communications to provide your sales team with the best opportunity for success.

• Define clearly profiled customer target segments and their needs (segments are groups of customers with like needs that you can meet)
• Specify your value proposition to each target segment
• Project the potential growth to be achieved in each segment
• Identify the specific customer needs that the organization's products and services will address 
• Prioritize the top target segments most in alignment with the organization's offerings

step 2:

Marketing Mix Strategy

The marketing mix - also known as the four "Ps" of marketing (Product, Price, Place/Distribution, Promotion) are the core elements that must align to successfully take a product to market. These four elements must work together and leverage each other in order to gain momentum toward meeting customer needs. 

• Determine the specific products and services that will meet customer segment needs
• Define the pricing strategy that aligns with buying patterns and behaviors
• Specific the distribution channels that will attract and connect with your target segments
• Build promotional strategies and campaigns that align with pricing strategies and the product delivery system

step 3:

Sales Channel Planning

The Go-To-Market Plan is where the rubber meets the road. Timelines, resources and budgets are pulled together to determine the margins and revenue that can be achieved per the alignment marketing mix strategy.

• Complete the roll-out action plan and deadlines
• Define the roles, people and territories required to implement the plan
• Identify and negotiate other channel resources, contracts and terms that will be required for success
• Complete the project budget to determine the organization's growth investment required

step 1:

Sales Process Mapping

A great relief to many sales and customer service teams is mapping the sales processes from inquiry to after-sales service to identify the steps and roles required to achieve customer expectations and satisfaction.  So many time, team members have different perspectives that can lead to misunderstanding and misalignment. 

• Map the current "as is" sales process
• Identify changes required for an improved future state of the sales process
• Understand new resources and communications required to achieve success
• Present sales process to management for approval

step 2:

Sales Role Definitions

Role definition and boundaries alleviate stress and improves productivity in sales teams. Finding a team momentum and constant stream of communication about existing issues and new opportunities is important for keeping customers feeling appreciated and engaged.

• Define roles and KPIs for all sales customer service positions
• Communicate roles and KPIs among the team along with individual strengths and talents to meet expectations
• Clarify the metrics that will be utilized to measure performance
• Map roles to sales process so that process ownership is well-defined and transparent 

Step 3:

Sales Team Accountability

The degree of accountability among a team is the predictor of success. With the right customer focus, measures, roles and action plans for success, implementation is staged for success. High performing sales teams desire accountability and guidance to stay on track via a mixture of communications and tools. 

• Set clear team performance measures; keeping in mind that sales-oriented team members are driven by commission/bonus structures
• Develop appropriate base compensation and commission structure for each role
• Create pace for regular weekly, monthly and/or quarterly meetings with clear agendas
• Give individual feedback report to sales representatives on a weekly and monthly basis
• Develop dashboard for reporting metrics

step 1:

CRM System Implementation

CRM implementation starts with understanding your sales business processes. After completing our sales process mapping activities with your sales team, we will align the best CRM system to your sales process. Then we will populate the CRM with current customers, target contacts, tagging categories, opportunity details and pipeline goals to assure that all daily practices and reporting are ready to go.  

• Assure CRM package will provide the metrics and reporting required for sales management
• Align CRM system to sales processes and flowchart steps with sales teams
• Populate system with current customer and new target information
• Define custom fields to be relevant to your business and processs
• Launch system and complete initial training with sales teams

step 2:

CRM Training & Accountability

After your CRM system is fired up and ready to go, your sales teams need to be trained and held accountable to the new behaviors and habits that are required for successful sales growth practices. Our proven methods for routine sales activities show how the achieving the targeted sales contacts achieve predictable results. 

• Set market segment goals and target specific target contacts on a regular basis
• Train sales teams on specific activities that will achieve results and accomplish rewards
• Offer routine feedback by monitoring ability to present the business case and close sales
• Track sales pipeline activity and modify targets and activites to optimize results

Step 3:

CRM Measures and Reporting

In sales, we believe that you get what you measure. Most organizations do not set specific enough sales targets and goals. Therefore, they are left guessing where their sales will come from. It doesn't have to be that complex. By setting specific desired outcomes, you can achieve results with a measurable sales system. Once the discipline is aligned and consistent, you will have a well-oiled sales machine.

• Specify reporting to target segments
• Customize sales metrics in dashboards that are transparently displayed throughout the organization
• Set sales goals and incentives to inspire the sales hunter
• Reward the routine behaviors required to build long-term momentum
• Regularly report progress on a weekly, monthly and quarterly basis