I help business owners by developing, implementing, and leading a structured sales program. Many small businesses experience the challenges that come from success - how to do everything. I provide sales strategy and process, an essential building block, growing revenue and profits!
If you want to grow your business, you have to increase your revenue. As a business owner, you may do all the selling or have a few salespeople you manage. To succeed, you must create a sales program, delegate authority and focus on the business. I will work with you to define your goals, build a sales strategy, and a plan to reach these goals. I have done this dozens of times for many companies. Examining and refining the sales organization, the infrastructure, the processes, and the management. I combine the proven process of Sales Xceleration with my 35 years of experience to help you identify your ideal client, create successful outcomes, employ and retain the best salespeople, implement structured processes and tools, and manage the entire process. You don't have to continue doing everything. You built a business; I can help you grow with a defined sales program you can quickly and confidently manage.
Everyone and every business is unique. I work with you, the owner, to define the best strategy, goals, and outcomes desired. Discovery is the first step; we must look honestly at what works well and what doesn't. I will create a detailed assessment for you and then provide a map to prioritize the recommended work necessary to meet and exceed your goals. You can take this and do it on your own if you want. I can also implement the plan with you, and finish by transferring sales leadership to your designated sales leader. If you don't have the right sales leader, I can lead sales for you while we find and train the right sales leader. I deliver a solution that fits your needs and creates a structure for repeated sales success. This is your business, you will have control, I work as part of your team, giving you my years of experience and the successful programs, at a fraction of the cost for hiring a full-time person.
Every startup or small company needs a sales playbook. This is a starting point, creating proven sales results that will attract the correct type of investor or let you bootstrap and fund yourself. Together we will define your sales strategy, target client, and how to find and close those sales opportunities. Identify buyers, competitors and how to conduct sales calls. Provide basic management metrics (KPI's) to measure and report your revenue forecast. As you grow, this becomes part of the onboarding process for your first salesperson hire. The playbook gets everyone on the same page with consistent messaging and approach and provides a great customer experience that the business owner can rely on and focus time elsewhere.
This gives you a Do it Yourself option for building your sales program. This deep dive examines Sales Strategy, Methodology, Performance Management, and Sales Organizations. This goes deeper into what needs to be done and provides a report detailing all aspects of your sales program - what is working well, needs improvement, or is missing and essential to implement versus nice to have. I work with the leadership team to assess the ability of your company to meet sales objectives, and I will identify any gaps to address for the people, process, programs, infrastructure, and planning of your sales growth. I can engage in a Sales Plan Development for you if you want assistance.
This is a Done With You service to assist business owners who are pressed for time and want to build the best possible sales program. A comprehensive plan I will develop uniquely for you provides a detailed sales business plan that guides hiring your best salespeople and creates a proper sales infrastructure that enables effective sales team management. This includes the Playbook and Discovery processes but goes further to implement and deliver business growth and scalability, which increases your valuation. Infrastructure, Processes, Performance Management, Dashboards for Management, Forecasting, and Pipeline Management are all part of this plan. If you want help after it is finished, I can work as an Outsources Sales Leader for you to run it.
Business Owners need to run their businesses, so I run their sales team. This is a Done For You service. An Outsourced Sales Leader implements a sales plan by taking on all aspects of building sales strategy, infrastructure, and the sales team. This fractional role brings the owner an experienced professional to produce results quickly and economically. Working as a member of your team, I recommend and guide the development, implementation, and execution of the sales program that you authorize. This is a quick path to results and builds a solid foundation for the business that can be taken on by a new full-time leader when the time is right, and the person is ready.
Sales Leadership training focused on expanding sales leadership skills, building proven sales processes and utilizing specif tools to consistently drive revenue via a curriculum centere on the 16 fundamental components necessary to build and manage high-performing sales teams. For many clients, as I work with them and their sales team, this becomes essential to develop the right Sales Leader to continue after I finish.