The first stage is defining the sales performance you are
looking for and making sure it is achievable. There is an old proverb "that if you reach for the stars you might reach the
moon", so how many people have reached the moon?
The second stage is in analysing the sales performance
and looking for trends. Sounds simple but you would be surprised how many companies target sectors or sizes of organisations
they have never achieved results with, while missing their most likely targets. Sometimes a readjustment of the marketing
effort is enough to kick start a sales team.
The third stage is defining the gap and this tends to fall
into a number of areas, such as level of activity, conversion rates, lack of cross-sell and upsell.
The fourth stage is to recognise the cause of the gap and
define the solution. Is it a lack of Resources, skills or even attitude? The important thing here (Contrary to most sales
training companies you will meet) is to define whether training is the answer. A quick rule of thumb is "If they have done
it before, and they are not doing it now the cause is most likely motivational.". Sometimes the answer isn't always what you
want to hear, poor management skills, wrong people etc, but whatever we recommend we will always ensure that it achieves your
The fifth stage is
simply implementation and follow up, where we work with you every step of the way to make sure your preferred end state is