Sales Process Consulting
Methodology of the Sales Process Consulting engagement?
This three to six months Sales process consulting is a time tested proven methodology to infuse science in the sales process. Areas of improvement are identified by analyzing every aspect of the sales process. The management / sales team is interviewed for finding the areas of improvement. A GAP analysis document is created based on the revenue goals. A sales playbook is made. The team is trained on the playbook. Effective reviews will be in place to ensure consistency in the sales process based on the playbook.
Consistency in the sales engine is what every company aspires to establish. Execution issues prevents the companies from setting the consistency in the sales process. Small changes can be done at every stage of the Sales Cycle and the team can be trained to show dramatic results. This hand-on custom training can increase the penetration/closure ratio & also cut down the cost of sales. Hence, the engine provides consistency at multiple stages of the sales cycle. The senior sales people need to be involved only at the last stage to close the deal or to manage the account after the account reaches a particular size.