Are you struggling to fix sales but don’t know what to do?

When asked these questions, we introduce the Strategic Sales Refocus

What would it take to grow our sales by 20% – 30% per year?
What would you do if you were managing our underperforming sales team?

What is a Strategic Sales Refocus?

The Strategic Sales Refocus is program that uses all the processes and services SGS offers to provide fast results for a business facing critical challenges.

How we managed our sales teams

The processes outlined is the same we used in our companies to average over 25% growth year after year. It’s the process we use with clients who need to see a fast  20- 30% improvement in sales. It’s the process you can use to begin your charge to the top.

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 you need to thrive, providing you have the desire and commitment.

How much “change” is required?

To “fix” an under performing sales teams requires significant amount of change in a culture. Few companies like rapid change or have the internal resources to transition quickly. Typically, we will be spread out over 6-18 months. However, a motivated and committed management team,
who want bottom line results, can be make it happen quickly.

A Comprehensive Program to Quickly Improve Sales Results

What are the benefits of a Strategic Sales Refocus?

The development of strong management systems and processes is one of the best investments any sales organization can make. In our experience, most clients will see minimum improvements of 20 – 30% in sales results.

How much effort and commitment is required?

That will depend on the sales team. Some have the internal talent and structure to quickly and almost effortlessly shift into high-gear. However, organizations that have a weaker sales culture will require a significant change in the sales processes, sales staff or sales systems.

Do your management processes need to improve?

If they do, strengthening requires a high level of company
commitment. But the benefits, both short and long-term, are
astounding. SGS’s specialty is to create customized, high-
impact and repeatable sales management processes that
create a foundation for a strong sales culture. Focus,
accountability and structure are the cornerstones of this
foundation.

Does your sales team need to refocus?

What situations would a client consider a Sales Refocus?

In all these situations, we use a similar process and utilize many of the same
tools. We consistently generate significant improvements. The ease of
implementation varies depending on the number of gaps and change
required.

Clients that understand the value of process

Client had very positive results implementing process in manufacturing
Client wants similar processes to drive predictable sales results

Clients need an energized, effective sales culture

Sales results are not meeting company goals
Market share is not where it could be
Owners believe sales goals should be higher then they are
Sales growth, margins and profits are eroding

Clients need a sales turnaround to stay in business

Sales results are declining year over year
Sales margins and profitability are continually getting worse
For the company to survive, the sales engine needs to be fixed

Sales Assessment Stage - Days 1 – 14

Data gathered & gap analysis

Interview management and staff

We begin by creating the end vision.  We conduct interviews with management and select staff members to gain additional insight into business goals, gaps and developmental needs.  The findings from the interviews form the foundation for the refocus plan.

Evaluate current processes, management and staff

A cornerstone of SGS’s service is the assessment of sales management, staff, processes and systems. These customizable assessments provide the required baseline data to surgically identify strengths and weaknesses of existing processes, strategies and skills. Based on this insight, we prioritize our focus on areas that will yield the highest return on investment.

Document and present findings

Based on the finding, we chart a Next Step Action Plan that charts the path for creating a high-performance sales culture. This plan contains investment options, ROI and a proposed timeline. Once the plan is approved, you’re ready to launch.

Strategic Sales Market - Day 29 – 42

Define target markets, ideal customers & market message

Target market and customer

High performance sales teams have a laser-like focus on customers and markets that are profitable. By defining or redefining the target market and the target customer, sales people will spend less time on high risk sales opportunities and more time on high revenue deals.  This also frees up internal resources, sales capacity and capital, which can then be better invested.

Create a strong market message

Is your market message clear, unique, focused? Does it offer a desirable solution to your potential clients? Does it set you apart from your competition? Does it clearly state what value and benefit you provide? Clarity on your approach to the market will increase sales results.

Communication strategy

When you have a strong message, how do you communicate it to your staff, clients and partners? We
often see great plans fail without a communication
process that invites buy-in. When staff, vendors and
clients are included in the decision and allowed to
contribute, you will have higher levels of support.

Evaluation and alignment of company goals, vision and mission

Once there is clarity on your target market and the value you bring to the market, ensure it aligns with your company goals, vision and mission. Make sure all departments understand and can articulate the goals.

Sales Management Development, Day 57 – 70

Process & Skill Training for Management Team

Sales Accountability

Skills and process to build an accountability and performance metrics that lead effective management and sales success.

Sales Coaching

Coaching process to provide the opportunity for all sales staff to reach their full potential and performance abilities.

Sales Motivating

Process to find employee specific motivators that drive success. Understand the different motivators and how to deliver them to the staff.

Train the Trainer (Optional)

Prepare sales managers to take over sales skill training. Sometimes budget constraints prevent companies from sending everyone on staff to training. We equip managers with the time and passion with customized content and specific skill transfer training to make them effective trainers.

Sales Staff Development, Day 71 – 90

Process & Skill Training for Sales Team

Sales Skill Training

Sales success requires a high level of specialized skills. Define customized training needs based on current sales requirements. Identify the best way to deliver the training. Provide training.

Sales Performance Management system and review

Deploying a performance management system will ensure that training will change behavior. It will clearly be linked to company goals. Regular reviews ensure that positive feedback takes place so improvements are recognized and celebrated. Likewise, under-performance is addressed through a performance-improvement program.

Sales process implementation

Hands-on communication with staff and other departments that facilitates change is vital to ensure a successful rollout. A planned communications strategy encourages faster buy-in and quicker results.

Refinement Stage – Day 91 – 365

Measure, refine & reinforce processes & skills

Monitor key sales metrics to continuously improve sales processes

The management follows a process to regularly review key indicators, see
what’s working and fix what’s not. Improvement is continuous, and vital, to
maintain a high-performance sales team.

Sales skill coaching

The reinforcement phase. Coaching process for skill improvement is ongoing, to produce lasting change in behavior and improved bottom-line results. Many formats available for this, including webinars, phone, mini seminars or online training modules.

Sales activity monitoring

Track leading indicators of performance to be sure the sales rep prioritizes the right activities at the expected skill and frequency levels.

Sales attitudinal change

Monitor attitude changes are required as personal and market challenges change. Online or face-to-face works fine.

Interested in more info?

Over the years, SGS has developed a wealth of resources.
As a little bonus for visiting our web site, please take
advantage of these resources.

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 are very upfront with companies on what we are good at and what we are not.

Who is an ideal client for SGS services?

• One focused on winning new accounts
• Committed to gaining market share
• Background in process & dat
• Value 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 results
• Data driven improvement process
• Customized sales growth solutions off
• See SGS case studies

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.