What is the C-level’s role in Sales Growth?
Strategic data-driven sales cultures require C-level support.
It’s a costly mistake assuming that your sales team has the skills to develop strong strategies, processes & skills required to consistently win new accounts. Does your company have the C-level strategic acumen to build an effective sales growth strategy?
Overview of SGS Strategic services:
Benchmark and Assessment
- process efficiency
- sales skills
- management skills
- leadership acumen
Prioritize and Map
- client-facing process improvements
- skill coaching priorities
- sales recruiting priorities
- innovation processes
Evaluate and Create
- sales metrics
- sales scorecard
- no excuse culture
- market messaging strategy
- compensation design
SGS partners with owners & C-level executives to build Sales Growth cultures.
Are you struggling to fix sales but don’t know what to do?
SGS Sales Refocus Program
The 90-Day Sales Refocus is program that uses all the processes and services SGS offers to provide fast results for a business committed to sales growth.
Sales Refocus is recommended when:
- You do not what to do to next accelerate growth.
- Your sales team is not meeting growth goals.
- You hear more excuses then solutions.
- You need sale growth sooner then later.
What are the benefits of a 90-Day Sales Refocus?
Sales refocus builds strong sales management systems and processes needed to accelerate sales growth. In our experience, most clients will see minimum ROI of 20 to 1.
Can a sales culture really improve in 90 days?
The time line is approximate, and it assumes that most companies have areas that are currently strong and require less effort. In 90 days, you will be seeing the improvements.
MOREDo your strategic sales skills need coaching?
Is it time to strengthen your C-level sales skill set?
The market is shifting faster than ever. Clients are changing
their purchasing habits. Selling is becoming unpredictable.
If your sales teams’ results are not what you want them to be,
its time to involve your C-level team.
Ready-fire-aim is not an effective sales strategy.
Few people aim after they fire. But it is all too common to see sales management waste sales and marketing efforts on activities that are not aligned with company goals or strategic targets. C-level strategic coaching offers the data and processes to aim and hit your sales targets again.
Do you need data, processes and strategies to fix sales?
Is your sales team focused in on selling high value products? Do all your departments agree on the sales goals? Do you have clear definitions of your ideal markets and clients? Have you identified new market opportunities? Are your messages customized to each market segment?
Chart the success track with C-level strategic coaching.
Consistently hit your sales targets by updating your strategies, data and tools. The results are focused decisions and stronger sales processes.
Assess your sales management skills & mindset
Sales leaders require unique skill sets.
Sales leadership assessments examine your managers in the context of your unique business, market and team challenges. The results identify the leadership strengths, weaknesses, and skills that each sales manager possesses in light of the entire executive team.
Sales managers implement critical processes.
Sales management assessments benchmark your manager’s ability to build and execute key processes. Assessment results identify coaching needs based on sales management strengths, weaknesses, skills and mindsets.
VP of Sales and Sales Director also require special attributes
The survey used for these key roles considers your business model, market positioning, and sales challenges. The outcome helps discern the sales leadership tendencies, strengths and weaknesses, skills and challenges. With this data, growth plans are developed.
When to invest in your sales leadership
Use these coaching tools for your current leaders or to hire a new leader. The strength of your sales team ultimately rests on the capacity of your sales leadership team.
The strength of your leader will ultimately determine the strength of your team.
Assessing your leadership alignment, teamwork & skills
When to use leadership assessments
Critical decision making data is needed when selecting a new sales leader, aligning a new sales leader with company culture, building powerful team dynamics, or dealing with interpersonal or performance issues. These tools provide a streamlined platform for producing clarity and confidence for decisions.
Sales Leadership Development Assessments
The Coaching and Development reports are effective stand-alone tools tailored to meet specific needs and situations. The insights are easily incorporated into a current development plan. Or they can serve as the foundation for on-going development practices.
Designed for internal & external coaching
The assessment results can be used internally for mentoring with a successful leader. Or the protégé can work with an outside coach to develop leadership skills.
Managing Performance Priorities
The process is simple, yet effective, as it reverses the typical role of manager and employee. Rather than waiting for their next assignment or project, the employee will propose a game plan, giving the manager a chance to review, comment and approve. Employees and managers will have a clear idea of the tasks and priorities while personal accountability is held by everyone involved.
The universal format makes this program ideal for a company of any size and in any industry. With online accessibility, distance is not an issue for a manager with a team in different territories, several offices or even world-wide!
Investing in your leaders is investing in your future
MOREData-driven decisions are foundational for sales growth
Stronger data drives sales growth strategies.
Sales-Centric Assessments Tools measure:
- Sales growth constraint factors
- Strength of your sales processes
- Potential of a sales candidate
- Sales skill training gaps
Six Sigma tools created for sales.
Continuous improvement processes, like Six Sigma and Lean, significantly improve manufacturing productivity, quality & innovation. You now have the tools to drive progress with your sales team. With assessments in your tool kit, you can strategically build a sales culture with predictable, repeatable sales results.
Give managers the data needed to win.
With multiple priorities and tight deadlines, sales managers need good data to prioritize their staffing and process improvement activities. SGS helps with Sales-Centric Assessments that are accurate, fast and cost effective!
Measure the effectiveness of sales management processes
Assessments provide strategic direction
This diagnostic process simplifies the complexity of identifying the core constraint factor on the customer-facing side of your business. The results provide clarity and confidence in focusing resource to retain and grow new accounts. This SGS diagnostic tool replaces this all too common ready–fire–aim approach with the measurable aim-fire-adapt approach.
Think TQM for sales
Patented, innovative, and rigorously tested, the Capability Alignment Maturity Model & Index (CAMMI) provides the structure needed for an evolving leadership team to improve upon established capabilities. This tools is built for leaders who want to excel in shifting markets, not shaken by them.
What customer facing processes are assessed?
Similar to the Baldrige process, this tool scores 9 customer-facing processes with 36 sub-processes. I led our sales team through the Baldrige process and this 45-minute assessment produces the data that it took my team of three 80 hours to pull together.
How would my company value from this assessment?
It scores and prioritizes what sales improvement efforts will have the highest ROI. Then it delivers recommendations on where and how to start. This tool will provide focus before you invest in your next marketing consultant, website redo or a new CRM.
Focus your sales process improvement efforts where you will see ROI quickly.
MORE Capitalize on the power of sales-centric data
When measured, sales performance improves
Sales data is the foundation for strong sales management processes. However, few sales managers have the data needed or understand how to effectively use it as a management tool.
How do you measure sales success or failure?
Without meaningful, timely data, it is impossible to run a high performance sales team that will consistently win new accounts. Leading indicators that track metrics such as sales activities or pipeline strength are strong predictors of future success. Measuring just trailing indicators, i.e. net sales revenue, shows a sales problem. However, the data is too late to make a correction if it’s needed.
Why do sales teams need sales metrics?
Many mangers think that focusing on metrics hurt the creativity and positive attitude of a sales team. If you have a high performance team, they want to know how to score points. They will surprise you on how many points they can score.
What does SGS mean by sales data & metrics?
This is a sampling of data and metrics that can be used to improve your sales team’s performance:
|
|
|
|
|
|
|
|
|
MOREStrong sales coaching data improves results
A fact-based approach to sales coaching
In recent years, the process of targeting developmental needs for training and coaching, has benefited from new assessment tools. With this insightful knowledge, you have a plan to define your sales training requirements and coaching objectives. Assessments provide the data and focus to customize coaching skills, talents, knowledge and personalities on a high performance sales team.
How does it work?
A 30+ page coaching report is provided for both the sales manager and the salesperson. The report details the strengths to leverage in winning more new accounts. In addition, the report outlines selling weaknesses to focus coaching efforts. It also provides the employee an outline to self manage their weaknesses and strengths.
What does the assessment measure?
Each employee receives details on 60+ skills, attitudes, beliefs and behaviors. Examples of areas identified: What do they need to do to be more effective at hunting, qualifying or closing? How do their goals supports performance?
A tool that provides a roadmap for effective managing and coaching sales.
Is your subjective hiring process ineffective & costing you money?
Do you need staff with the DNA to prospect and land new accounts?
Revenue growth and profitability requires a sales pipeline filled with high quality leads. With a sales team with the DNA to hunt, growth is easily accomplished. However, recruiting sales talent that excels at hunting is tricky.
Do your sales pro’s to play a key role in your new business development goals?
SGS offers sales recruiting services backed by a data-driven process that delivers candidates who can and will land new accounts. SGS defines the unique selling requirements for your industry and market. Then, we find candidates committed to your goals.
SGS Recruiting Experience & Resources
Over 40+ years in sales & management
Assisted hiring 1,000+ sales professionals
Database of 25,000+ sales & marketing resumes
4,000+ sales pros follow SGS on social networks
SGS Recruiting Skills
Interviewing skills, process and experience
Writing effective ads & job descriptions
Developing compensation requirements & design
Matching a candidate to client requirements
MORE Tools to define sales roles & improve sales team effectiveness
Sales Team Job Benchmarking Process & Tool
In a continually evolving workforce, jobs are changing and their requirements are not always clear. This tool offers a unique and effective solution because it benchmarks a specific job, not the people doing the job.?
How does it works
We let the “job talk” through an interactive process and a benchmarking of the job, not the individual. Many of our assessment products can be used to complete a job benchmark, depending on the position itself and the company’s needs.
Why use role assessment tools?
As you are redefining roles, benchmarking responsibilities and functions this tool will assist you in developing a more effective outcome.
MOREA compensation plan to support your sales growth strategy
Why is sales compensation design so important?
Compensation design is a key ingredient for a sales
culture focused on growth. Yet, few understand
how to create a plan that is effective. SGS has been
helping clients develop effective compensation strategies since 1997.
Benefits of an effective compensation design
- Attract & retain to top sales talent
- Align focus with company goals
- Focus on winning new accounts
- Create a results focused sales culture
Why partner with SGS for sales compensation?
We’ve spent time in the sales trenches, managing
sales team, sitting on boards, owning companies
and consulting with sales organizations. This
broad experience offers the background to have a
plan that works for both the owners and sales people.
Is your sales pipeline drying up but you don’t know why?
Sales tools & messages to add efficiency to your sales process
Are you confused by all the new options and technology? Is there a lot of opinions on where how to deploy sales 2.0 tools but not many facts? SGS offer a range of services that support the sales effort to win new accounts.
Overview of services discussed in this section
- How to identify & target ideal clients and markets
- Improving the customer experience on your site
- Efficient use of social media to win new accounts
- Using web video as a sales tool
- How to increase your selling ability on the web
- How to leverage blogs to win new clients
- How to develop and use client survey data
- How to get control and sell more with CMS
Why partner with SGS for your sales 2.0 tools
The only reason to implement sales 2.0 tools is to assist in your efforts to win new accounts. For clients, we provide an objective resource to assist in prioritizing implementing tools that support the selling process.
Use sales 2.0 tools & targeted messages hit your sales goals
What is Sales-Centric Content and why is it important?
Winning a new account starts with building value into your professional relationship. That value is hard to demonstrate if your sales reps, web site and messages are not targeted to your specific market needs.
How do you define ideal target markets and clients?
- Are your ideal companies large, small, public or private?
- What industries, regions or demographics define them?
- In these companies, who makes the purchasing decisions?
- What titles, education or demographics are in common?
- How is their performance measured?
Are your market messages effective at attracting new accounts?
SGS specializes in the development of a Sales-Centric Content strategy to attract and win new accounts. Examples where Sales-Centric Content can be used:
|
|
|
|
|
|
|
|
MORE Is your website designed to attract & sell new accounts?
Does your website offer a positive 1st impression?
Over 50% of potential clients visit your web site before the first sales call. Is your site organized with information that addresses your ideal clients and market needs? Is your web site:
|
|
|
|
|
|
|
|
|
|
|
|
Does your web site support your sales process?
Prospecting for new business is a multi step process requiring effective targeted communication. Does your web site support your sales process?
Examples of links needed to win new accounts:
|
|
|
|
|
|
|
|
Does your web site reinforce your sales training?
If your web site offers details on your products, services and market-specific content it will become a training and reinforcement tool for your team. Keeping your site current ensures consistency and quality of the message being delivered to the market. Examples:
|
|
|
|
|
|
|
|
|
|
|
|
MOREIs it time to improve your sales team’s ability to win new accounts?
SGS’s mission is assisting clients grow sales
If the time to sales growth was speedy and predictable, every company would be successful. SGS offers a wide range of services including: C–level strategic consulting, sales management coaching, sales skill development and recruiting services–all focused on helping our clients win new accounts and gain market share.
20-to-1 ROI Commitment
SGS clearly defines the goals, requirements and actions required to achieve over a 20-to-1 ROI on all coaching or training engagements. If at any time that result can’t be achieved, we part friends.
Performance Guarantee
SGS guarantees that all coaching or training engagement meetings will provide actionable recommendations that lead to sales or bottom-line growth. Or that meeting is FREE.
Now is the time to start a sales growth effort.
Take advantage of our FREE Right Fit Meeting and consultation. Discuss solutions, options & determine fit.
Is SGS right for your needs?
Clarity on who we serve is why we can guarantee results
We typically deliver ROI in excess of 20 to 1. However not every company is a fit for the services we provide. Our ability to grow is tied to the success of each new client project. This is why we start all engagements with a Right Fit Meeting, to determine whether or not there’s a match.
Who is an ideal client for SGS services?
- One focused on winning new accounts
- Committed to gaining market share
- Values predictable processes & insightful data
- Wants experience & proven success
- See SGS client testimonials
What types of companies work with SGS?
- Mid-sized companies or divisions
- Annual revenues of $20 to $300 million
- Managing a complex sales process
- Selling products or services B to B
- See SGS client list
Why clients partner with SGS?
- Recognized expert for sales growth
- 15 years of documented client successes
- Data driven improvement processes
- Customized sales growth solutions off
- See SGS case studies
MORE
Latest Blog Posts |
|
Call: (612) 267-3320
email: Danita |
       |