Design sales processes for predictable sales growth.

Why invest energy developing sales management processes?

SGS’s value to clients is in our ability to design a
system for consistent sales growth. Our sales management
processes are trainable, repeatable and drive sales results.

Growth starts with effective processes.

At the root of most high-performance sales cultures is a foundation of processes that nurture sales growth. The processes require customization based on market challenges, product position and company needs.

Processes for sales growth include:

• Staff Recruiting
• Selling Map and Milestones
• Lead Generation
• Pipeline Management
• Metrics Scorecard
• Meeting Rhythm
• On-Boarding
• Quarterly Planning
• Major Account Strategizing

What are key Sales Growth processes?

A growing sales culture needs to recruit a strong sales staff,
generate high-quality sales leads,  manage a healthy
sales pipeline and a execute a strong selling process.

Strong Processes = Sales Growth

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How effective is your selling process at winning new accounts?

Without an effective and defined selling process,

• Sales cycles become longer,
• Pipeline reliability is low,
• Sales projections lack accuracy, and
• Coaching efforts are ineffectiveness

Do you know have a strong selling process?

• Is it effective at winning new accounts?
• Can everyone on your sales team define it?
• Does your sales team consistently use it?
• Are you confident presenting projections to management?

We assist management in the refinement of their selling process.

Our skill in selling processes refinement is built with the experience gained assisting many clients develop a more efficient and effective selling processes needed to achieve sales growth.

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Accountable sales cultures lead to predictable results

Personal accountability leads to sales growth.

95% of sales teams not exceeding growth targets have a core accountability problem. The staff lacks
personal responsibility or ownership of sales results. A strong sales team will
own their sales goals. Often SGS’s role with a client company starts by being the
“bad cop” to stop excuses. Excuse making, blame gaming and lack commitment to company goals needs to be fixed before other improvement efforts will succeed.

Sales failure often stems from sales excuses.

A sales team that blames poor performance on the economy, competition or company shortcomings is headed toward failure. A sales management team that allows excuses for weak sales performance needs to change that mindset as quickly as possible.

How does SGS improve accountability?

• Setting sales performance metrics
• Developing sales goals and feedback tools
• Coaching & motivating productive behaviors
• Developing performance based compensation

What’s the role of goals, data & process?

For your sales team to be accountable and own their number, they need
to know their goals and receive regular feedback on their progress. A coaching process ensures the team
is on track. Plus, the rewards of success and consequences of failure need to
be clearly defined and followed.

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Customer Satisfaction Processes = Sales Growth

Your business success depends on happy customers.

Not a new concept, I know. But do you improve your products or services based
on customer input? Do you formally ask for their input? Do you measure
customer satisfaction? In most business relationships, it is important to
formally listen and respond to your clients. SGS assists in developing
a strong customer satisfaction processes.

Do you have processes to listen to your clients?

When you regularly listen and respond to customers, you will significantly improve customer retention and have insights to more competitive and grow market share.

Do you strategically partner with your clients?

When your clients stop seeing you as one of their vendors and start seeking you for broader market advice, you become a trusted strategic partner. You stop being a commodity and improve customer loyalty.

SGS customer retention processes

SGS can facilitate and develop processes to ensure you have processes in place to measure customer satisfaction and become a strategic partner with your clients.

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Is your subjective hiring process costing you money?

The SGS sales-centric recruiting assessment process works.

The step-by-step protocol takes a fact-based approach to sales talent acquisition, taking away the mystery in hiring. In recent years, the process of hiring has benefitted greatly from newly developed research. When your process is optimized, you will have a repeatable hiring formula for sales success that gives clarity and confidence when hiring.

How do you identify this winning sales-centric DNA?

Finding your next star salesperson requires a fact-based approach and a management team that understands all parts of the sales recruiting process. It starts with identifying the profile that matches your sales cycle, product positioning and market movement with skills and experience required for your selling success. The process continueswith an effective on-boarding program with clear performance metrics and expectations.

Focus on qualified candidates.

The pre-hire screen allows you to quickly identify the needle-in-the-haystack candidates, allowing you to focus your recruiting efforts on qualified candidates (vs. wasting time on a stack of resumes and interviews that yield little value).

What does the assessment measure?

Each hire has a 15+ page report that details scores on 60+ skills, attitudes,
beliefs and behaviors. It measures what most managers would like
to know before the hire:

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Strong coaches & motivators drive performance

Why are coaching & motivating skills important?

• A motivated team will get in front of more prospects.
• A team with strong sales skills will close more sales.
• A team focused on goals will be more efficient with time.
• They create an accountable results focused culture.
• They can entire sales teams performance by 20% – 30%.

How do you know if you’re an effective coach & motivator?

• What personal & professional goals do your sales reps have?
• Do you hold them accountable to their goals?
• Do you encourage personal & professional growth?
• Do you spend over 50% of your time coaching & motivating?
• Is your team performing at 100% of their ability?

SGS develops strong motivation & coaching skills

Our ability to coach managers has been well developed and
refined over the years. We understand the critical value of the
manager role in creating a high performance sales team.

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Sales growth coaching process

A fact-based approach to map sales coaching.

The process of mapping developmental needs, i.e. training and coaching, is benefitting from new data-based assessment tools. With this knowledge,  you have a roadmap to define your training requirements. The assessments are customized for specific skills, talents, knowledge and personalities needed for winning new accounts.  Based on the data, you can create a map to get your sales team to go where you want them to go.

Sales Evaluations

Each sales evaluation delivers a 30+ page coaching report to both the sales manager and the salesperson. The report details not only strengths to leverage, but also where to focus coaching effort in order to strengthen selling mindsets and skillsets. It
also provides the employee an outline to self manage their
weaknesses and strengths, in detail.

What does the assessment measure?

Each employee receives details on 30+ 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. How
strong is there sales motivation? Do they have personal
responsibility? How effective are they at executing your
sales process?

A tool that provides a roadmap to effective managing
and coaching sales.

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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:

• Identifying & targeting ideal clients and markets
• Improving the customer experience on your website
• Utilizing social media to win new accounts
• Using web video as a sales tool
• Increasing your selling ability on the web
• Leveraging blogs to win new clients
• Developing and use client survey data
• Selling more with CMS

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.

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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:

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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:

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Is 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.

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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

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