Our process and approach ensures your sales organization is ready and able to execute your vision for growth.  The result is sustainable sales yield improvement and serious business growth.

Our clients generate new sales growth, shorten selling cycles, forecast more accurately, and increase company profit through the creation of customer value in the sales relationship. Our clients' success is the result of their commitment and our process:

STEP I: DEFINE

We jointly define the differences between the vision and outcomes you desire and the results you are achieving. We determine the impact of those differences on you and your company. If the issues are something we can fix, and if you are committed to fixing them and have the conviction that we can help you do it, we go the next step determining the underlying reasons for the problem and the impact you and your organization are experiencing as a result of the problem.

STEP II: EVALUATE AND PRESCRIBE

We start with an initial (non-invasive) baseline Sales Evaluation to determine gaps between your vision for growth and the readiness and ability of the sales organization to execute. The initial baseline evaluation is complemented with specific assessments in the following key areas, as appropriate and determined in Step I: DEFINE

• Effectivness of Sales Compensation in driving sales behaviours consistent with strategy
• Alignment betwen Marketing and Sales Messaging and strategy
• Sales Plan and Strategy, segmentation and priorities
• CRM Process and Systems
• Sales Hiring - Criteria and Process
• Sales Performance Management and Accountability systems

Our baseline Sales Force Evaluation is  non-invasive and web-based. It exposes the underlying reasons why you and your team are not achieving the sales results you desire. It shows you the organizational and individual strengths and weaknesses and what is holding them back. We identify who is in conflict with overall management goals and what those differences are. You will know who is trainable and specifically what training each person needs to execute your vision as well as the individual's upside growth potential. You will understand the hidden weaknesses that are preventing or will prevent the majority of your sales force from overachieving and what will need to be done about it. The sales evaluation will identify gaps in fit between sales individuals on your current team and the sales strategies and demands of your company.

You will make more informed decisions, prioritizing investment in the right people, processes and systems for the right reasons resulting in maximum performance return on your sales force investment.

STEP III: EXECUTE

Our international team of over 200 accredited and licensed sales performance specialists work under our leadership to assist in local implementation of the plan we develop with you for your company.  When it comes to performance based behaviour change, we don't promise quick fixes that result in a short lived impact.  Do we produce an immediate impact? Absolutely. Our implementation strategy delivers on the demand you have for early results while our system of ongoing incremental development and local reinforcement addresses the more strategic and lasting changes in sales behaviour that drives the serious sales results we both expect.

Execution is a function of the combined commitment and behaviour of company management, the individual sales professional and the leadership and direction provided by our team.

STEP IV: RESULTS

Results are realized throughout the EXECUTION step. We jointly monitor changes in sales behaviour and activity levels designed to yield the performance outcomes you desire. We meet regularly with management to review progress in performance, identify roadblocks to overachievement and adjust the plan accordingly.

We take care of you, our client for the long term.  Delivering serious results for you and your company is central to our continued success.  Your success is the result of your commitment and execution combined with our process and thought leadership. It is our belief that when you begin to experience the return on the investment you have made with us that you will feel compelled to introduce us to others who desire a similar result.