Services for the Salesperson

Sales Funnel Management

A sales representative has one primary function in which eighty percent of their work life should be focused on – sales funnel management. This offering is designed to drive the individual sales contributor’s performance and effectiveness regardless of client size, industry, or stage by utilizing appropriate sales funnel management. The process takes the individual contributor though the stages of the sales pipeline and elucidates the benefits of properly managing each stage of the funnel. The relevance and common language/objectives of close ratios and funnel “levers” are emphasized for their critical impact on sales performance.

Basic and Advanced Selling Skills

Offers both identifiable and measurable sales skills (both basic and advanced) from the individual contributor level to the sales manager level. These skills are directly linked to sales funnel management and performance and can also be correlated to sales compensation. Skills emphasized for the individual contributor might be in the areas of data gathering, business problem/opportunity identification, qualification/trial closes, or closing the sale/asking for the business. Skills emphasized at the sales management level might be in the areas of overall coaching, coaching to performance improvement, or coaching to territory management.

Solution Selling

Offers an advanced selling process designed to address client business problems. Solution selling is designed to increase sales effectiveness and sales results while positioning the sales representative as a consultative business problem solver. The process is driven from a fundamental understanding of the customer’s core business applications matched to relevant solutions that impact a prospect’s bottom line. Product related dialog is minimized. Solution selling answers the question, “Can you solve a client’s business problem/concern and explain your solution to them in terms that minimize product jargon and maximize real-world economic benefits?”

Executive Level Sales Role Plays

A customized and personalized approach to selling to the executive suite and the “C” Level officers within a client company. The process places sales contributors in live role play scenarios with a real-world business executive. The role plays are customized to the clients’ industry and bring up real issues, objections, and competitive situations so the sales person can confront and practice their responses in a safe environment. The salesperson receives immediate feedback from the executive regarding the interaction and is offered insight as to what the executive was thinking during the role play and how their approach might be tailored to be more effective. The role plays are built to take the sales person through the selling cycle from introduction/rapport building to business need identification/solution selling to proposal/close.