Allowing a hunting organization to quickly saturate a market with the right sales process, selling propositions, value propositions and sales tools that are supported by marketing and sales engineering (when needed) has led many companies to a successful direct sales effort.
We have taken a collective best of breed selling methodology and have improved, enhanced, tested and adjusted this methodology to develop a winning approach to launching new sales teams.
When setting up a clients operations we operate in what we call in Cell units. These cells operate with sales resources as well as a sales coach - Cell Manager. Cell managers responsobility is to be your first point of contact, managing the cell and taking full responsobility of the delivery of the quality and performance for that cell. A cell your dedicated workforce during the length of the contract and they will work with no other cell or assignment during that time.
Cell startup methodology.
The setup and planning process includes a consulting engagement designed to develop an initial "Go-to-Market Strategy" or "Sales Plan" for the effective launch and follow-up of sales and marketing efforts.
This engagement is followed by a training session on all client's products and services, infrastructure, processes and procedures (Initial knowledge transfer from client). Additional training sessions will occur once the team has been developed and the client should plan on developing product and service training sessions throughout the year. Recruitment and hiring of dedicated sales representatives is an ongoing part of the process.
Our goal is to have the sales representatives trained and ready to start within a short period from the date of contract execution. We also have a team of fully trained professional sales reps "sitting on the bench" waiting to be assigned to a cell who will be assigned to the cell if the profile is right.
Sales Management Methodology is crucial when executing day to day activities in a cell. All sales representatives are coached, managed, mentored and trained according to our specified "ePerform Business Academy" approach. This methodology is corresponding to hardmetrics are the "science-side" of sales.
Each sales representative follows a schedule of expected daily/weekly/monthly performance metrics. These metrics are tracked and analyzed on a consistent basis. We also utilize a solution selling methodology to uncover and solve your end client's pain points, understand their true business issues, budgets, decision processes and buying habits.
Upon completion of initial training, each sales professional will be deployed into their appropriate target market. The sales professional's initial focus will be dedicated to prospecting, networking, setting up sales calls, performing web/live meetings and doing web/live demos. Ongoing product training, sales trainings and competitive and market analysis will be part of the day to day activities that a sales representative undergoes to stay ahead of the competition. Pretty much like any sport professionals to be the best of the best.
Sales training is utilized to train each representative and manager. We believe training starts with hiring the right individual and the initiative and ability to fit with in our solution selling & activity based sales methodology. We look to each client to assist with product/services knowledge, company background information and appropriate sales support services. Additionally, your Cell Manager will take part in all initial and on-going product/services training in order to train all future sales representatives, thus minimizing your future participation in additional training requirements. Sales representatives are trained to consult with prospects/clients in order to uncover their pain points and solve real business issues. Each sales representative is closely monitored (by their Cell manager) on their prospecting techniques, networking skills, appointment setting & prospect qualifying skills - based on solution sales methodologies, client product/services knowledge and demonstration skills, contract negotiations, pipeline activity, RFI/RFP responses (if necessary), closing techniques, sales support efforts, and account management. Sales training is an ongoing and continuous effort and part of the company DNA in order to hone the skills of its professional sales representatives.
CRM (Client Relationship Management Tool) from the client can be utilized or we can implement a CRM (at an additional pass through cost) on behalf of the client. All of our Cell Managers are trained on using CRM systems and have the ability to open up access for our clients to be able to view all prospects who have progressed to a predetermined level in the CRM.
Weekly Reporting will be provided to you by your Cell Manager. They will conduct weekly sales meetings with all sales representatives to report and discuss the following:
- Total Closed Business
- Prospecting Activities
- Overall Prospect Pipeline
- Sales Plan for the Week
- Product/Market Validation
- Message/Value Proposition Testing
- Sales Processes that are working/need adjustment
- The effects of marketing campaigns and results
- Opportunities missed
Marketing & Lead Generation efforts that builds a solid pipeline- Value Proposition and Selling Proposition customization
- Sales strategies pertinent to initial offerings and pricing
- Sales Engineering Support
- Sales Incentive Programs
- Strong Prospecting with the right value proposition and appointment setting activities
