Our mission is simple and straight forward; that is to significantly improve sales production or in the case of a new company, build a sales and marketing organization that will meet the companies required goals.
So how do we do it?
We approach sales by looking first at the fundamentals and how they are applied in your company. This may sound simple, but the difference between a successful sales organization and ones that are not usually comes down to one or two missing ingredients. After a complete review of your needs and a review of the existing team or goals, we do a deep dive into three main areas and start building a plan. They are:
• Product or Service being offered and the value proposition
It is vitally important to understand how the customer, not the supplier views the product or service. In today's market economy, companies are looking for ways to increase business, improve efficiencies or reduce costs. If this can not be clearly articulated, product penetration will be severely limited.
• Market
Many companies (start up and established alike) go into a new market without truly understanding the compelling needs of it. They build a neat product and believe they can sell it, but usually this belief is based on gut feel versus real factual data. We believe that in person interviews and market surveys with prospective clients is they best way to get this information in new markets. Also, economic climate does matter even if you have a great product. Can you imagine the difficulties in starting up an airline today for example?
• Sales Approach
This area is usually not given enough consideration because it's easy to do it the way it's always been done, with direct sales representatives. The fact remains, in many cases there are better ways that should be explored. They include alternate sales channels such as: independent sales, independent distributors, internet sales, international distributors, dedicated sales and shared sales approaches or some combination of these.
After the sales organization is designed, the next most significant factor is compensation for results. It may not matter if your sales force is direct or indirect, but, how you pay can make a significant difference in production and the final results.