Building Sustainability with Performance

1. Newcomers: in best cases they are given a certain $ value target or # of clients to be achieved and managers start pushing them to start doing on-ground sales activities with no communicated Key Performance Indicator. This approach leaves newcomers as well as the management with no visibility and clear idea what is being done properly and what requires fixing.
2. Average salespeople: have difficulty reaching their numbers. They have difficulty generating enough new leads, or keeping their pipeline rich with qualified # of offers as well as reaching their targets. They are always overstressed with their final $ targets rather than small wins and milestones. The latter might and lot of time be a door opener for a big sales success.
3. Good performers: with high closing ratio posses low productivity in terms of generating new leads, creating opportunities and maintaining enough number of active offers. They tend to focus more on the few opportunities they have while relying on their high closing ratio. Such practice is risky and does not build sustainability.

Efficiency: Since every sales stage within the process requires certain sales efforts, that require certain capabilities in return, and since both the efforts and capabilities are related to on-ground activities which are behind sight and difficult to monitor and evaluate with the absence of a well defined metrics, management ends up not knowing what challenges salespeople are facing or capabilities they require to acquire in order to have a good performance.

This simulation is derived from a firm that provides diversified products and solutions that caters to different segments.

1. Aggregate Data: We collect and aggregate all required data aligned with the vision and scope of the project
2. Analyze the Data: We build up all hypotheses needed to do the required observations. Such scientific analysis will draw a better picture and good insights for developing a tailored performance metrics.
3. Develop the right Performance Metrics: joining our expertise together we develop the right performance metrics that best suits your organization, business, industry, culture, salespeople, etc…
4. Develop the mindset: We develop, train and coach the entire sales force on the new mindset.
5. Guarantee Result: We continue to execute the set plans that link together people, plan, processes and systems.

As a boutique sales management consulting firm focusing solely on assisting organization on structuring, developing, transforming and optimizing their sales organization, we can help in any of your uncertain sales challenges, and sales performance optimization.

What’s Different In Our Approach

1. Science into Sales: Coming from a scientific analytical mindset coupled with our solid sales experience and understanding of the market gives us the privilege to set this analysis apart from common sales analysis and some comparative sheets and reports. Such exercise would aid in identifying the root causes of the challenges.
2. Pragmatic Process Consultants: We believe that the best way for us to work for you is to collaborate with you. Thus coming from a third point of view and as process consultants we move in tandem with our clients to collaborate with the entitled people to develop, and build the best fit solution.
3. Discipline of Execution: Companies have been hiring us to work closely with them to achieve results. Such projects’ success or failure could be easily spotted, thus it’s our main interest to “guarantee” results. As such, we follow closely in building up the momentum of flywheel model to insure consistency and coherence until we guarantee the success of the project.