Improve sales performance
At Elmer Coaching I have identified through working with Executives, Managers and their teams that some of the business challenges they face are due to the development requirements of their sales team and operational processes, including their in-direct/partner strategies.
When I work with clients, I support them primarily to address the following questions:
I have found that very often it is hard for some companies to clearly explain why a customer should choose them over a competitor. If your sales team can’t do this well, they don’t have a chance to grow your business quickly or effectively.
Does your sales process work as it should? Is your sales process too vague or too rigid? What are bottlenecks impacting time and resources costs? Does it fit to your customers current purchase patterns? Do you have confidence in your pipeline management?
These answers lead us to improve your sales processes. My consulting engagements can create maps of tangible gates and goals for sellers to achieve before advancing an opportunity in the pipeline. Is your sales forecast accuracy backed up by facts or only gut feeling? When win rates are not high enough and forecasting accuracy is too low, there is a clear opportunity for sales process improvement. I will help your sales reps and sales managers to speak a common language regarding opportunities in the pipeline. When a common language is used, deals are qualified or disqualified faster and more accurately.
Are you measuring what needs to be measured to track your sales effectiveness? As a part of the project we will: create visible, consistent, and manageable metrics that ignite sales performance and optionally report real-time analytics through sales intelligence dashboard.
What is your clear plan for sales growth? Do you know where your new leads will come from and where the source is dry? What to do to increase the amount of closable sales?
Compensation is a very powerful motivator for sales teams, and it can be also a huge destructor. Does your bonus structure drive actions you expect?
Your team should be your great strength. Are they high performing team? What stops them from delivering ambitious results What are route causes ? Is it the people, the culture, the training?
Usually, when I work with my clients, depending on their needs, we touch many of the following activities:
Elmer Coaching’s Channel Development Services are focused on B2B companies in the IT industry.
I tailor my engagement to needs of my client. My responsibilities cover usually the following topics:
I can also take care also about partner contracts, channel specific documents and definitions.
One of my goals is to enable your entire organization to be channel ready.
Want to boost your sales performance?