Have you struggled to unlock repeatable, high performing results from the sellers within your organization?
Do you have some sales team members that consistently deliver great results and others you wish could do the same?
Have you struggled to share learnings and best practices amongst your team?
Do you have a lack of collaboration and trust amongst sales support functions and your sellers?
When you’re struggling to deliver results and your outcomes are inconsistent, it’s typically a clear indicator that there is a lack of process built into your sales approach. When process is lacking, there is lost opportunity around every corner. Addressing Sales Process allows you to leverage strengths, eliminate in-effective tasks, create repeatable steps, highlight risks of deviation and ultimately, deliver high performing results for your business.
When addressing Sales Process, we follow a proven approach to delivering results you can count on. The steps include:
1. Sales Organization Alignment
2. High Performance Behavior Identification
5. Target Customer & Account Planning Development
6. Continuous Improvement Process Implementation
SALES ORGANIZATION ALIGNMENT
Ensuring clarity of your Organization’s Vision, Values, and Growth Aspirations is the fundamental gateway to developing a solid sales process. After reviewing the organizational perspective, we move to the Sales Organization specifically. We spend time answering questions like, what are your Vision and Values? How do the sales vision and values connect to the overarching vision and values of the Company? What role does your team play in achieving your business’ growth aspirations? When there is a lack of Vision and Values that exists, or what exists has become irrelevant and disconnected, we will work with you and your teams to develop them and create buy-in to who you are as a sales team and how you will show up every day.
Gaining clarity to what the key accountabilities are for the sales roles while also understanding the behaviors needed for high performance is critical to ensuring you have the right team to deliver the results you need. Benchmarking roles, assessing your team members and creating Gap Reports allows you to understand your teams’ strengths, areas of growth opportunity and current make up of critical behaviors, motivators, competencies, acumen and selling skills. This approach removes the subjective or biased thoughts that may exist about your people and dives deep into who they are and how they work through an objective lens, opening doors to powerful, relevant insights.
Compensation is a tool in your toolbox. It has the ability to influence and drive the behavior of your sales team. Evaluating your existing compensation structure and incentives is a critical step in developing a sales process that drives itself. You may have competing messages coming at your sales team by incentivizing the wrong behavior and activities. The Vantage Group approaches all compensation study projects with a people-centric approach of continuous improvement that goes beyond just looking at the base salary. Our four-phased approach includes:
- Company Research: Seek to Understand
- Directional Alignment: Confirm Desired Goals
- Market and Risk Analysis: Competitive Intel and Data Comparisons
- Final Recommendations: Pull it all Together
TARGET CUSTOMER & ACCOUNT PLANNING DEVELOPMENT
Creating clear customer profiles is key to understanding how to define your sales process in a meaningful way. We work with your team and subject matter experts to develop profiles that help speak to what these decision-makers care about, what they are held accountable for, and how you access them in an effective way. We collaboratively walk through, step by step, how the work is done. This allows us to highlight existing best practices, barriers that risk the work moving forward, critical qualifying steps, as well as handoffs that take place between sellers and the support functions within your business. The result is a documented process that can be shared for gaining alignment across the greater team.
CONTINUOUS IMPROVEMENT PROCESS IMPLEMENTATION
Developing a solid and repeatable process is just the beginning. If you don’t engage a continuous improvement mindset and cadence of review, your process can quickly become outdated and irrelevant. We work with you to identify and implement a dedicated review structure that incorporates a transparent and continuous feedback loop. This approach ensures your sales process stays current, leverages best practices, and creates consistent, repeatable, high performing results across your team(s).
While working with The Vantage Group over the past five years, my company has grown an additional $2.5MM, we’ve established a national client base, and our net margin as a percent of revenue doubled. Their advice, sympathetic ear, external perspective, and occasional kick-in-the-pants has been a critical part of our success.
Our Mission is to help organizations move as a unified team toward common, leader-modeled outcomes that can result in “raving fan” customers; high staff morale; clarity of purpose; focused goal execution and meaningful results.
Vantage has been instrumental in helping us with our succession planning. We now have a clear roadmap for development and leadership preparation for future generations of our family.