Despite the many challenges faced by businesses today, your company or professional service firm can achieve EPIC improvement in market share, top line sales performance and profitability by implementing our program for sales development. “EPIC” not only describes the results you can expect to achieve, E P I C is also an acronym for our process of ongoing improvement: Evaluate, Plan, Implement and Check.
Evaluate Your Organization: The first step in our process is a comprehensive “Sales Effectiveness and Improvement Analysis” or “Business Development Suitability, Effectiveness and Improvement Analysis” designed to answer four fundamental questions:
- Can your sales force or team of rainmakers be more effective?
- How much more effective can it be?
- What will it take to accomplish this?
- How long will it take?
This evaluation identifies who should be performing better and what you must do to help your sales managers and salespeople or rainmakers reach their full potential. You’ll discover who is trainable, how much training is optimal and where that training should be focused. If you’re attempting to transition your company from “good to great,” you’ll learn which of your existing people should be “on the bus,” the seats they should be in and who should be left off the bus.
Plans and Process Development: From the results of this analysis we help you develop a plan for improving sales performance with prioritized action items. This might involve changes in personnel or their roles, different strategies for going to market, changes in your selling process and systems, changes in compensation, and training. If training is recommended, we’ll help you design an effective program of ongoing training and reinforcement focused on the areas that will have the greatest impact in the shortest amount of time.
Instruction: Based on this plan, salespeople and sales managers receive training on sales process, selling strategy, skills and sales techniques. In addition, sales managers receive training on how to recruit, coach, motivate, manage and lead their sales team.
Check Progress: The last step in our sales improvement process is to check your progress. Key performance metrics are established to monitor performance and measure improvement. Periodic re-evaluation is conducted to identify areas of further development.