Sales Assessment and Enablement
Once we’ve worked with you and your team to identify gaps in output, knowledge, and technology; We look to management to help prioritize what to address with focus on better utilization of current sales resources. Stages:
Learn & Assess
Measure & Optimize
Train & Scale
Learn & Assess
In the first 30 days, we completely engross ourselves in your process and document the sales team's current state. Internally we meet with all team members to learn roadblocks and what’s worked individually. Call shadows at all stages of the sales cycle, and execute prospecting calls ourselves to understand current best practices.
Analyzing CRM data, dashboards, cadences, messaging, and the prospect management process as a whole helps pinpoint areas to eliminate, automate, simplify, and train on.
Key Deliverables (Depending on Need and Stage):
Assessment of Sales Areas Reviewed with Management - (High-level Overview Available in Forms & Downloads)
Glossary of industry specific, CRM Objects and lists, and Internal Terms
Outline of Lead Workflow, Systems, & Opportunity processes
Initial Call Scripts refined with Sales Team individually
Common Objections - Aggregated & Trained On
2. Measure & optimize
After reviewing the assessment we prioritize areas to focus on with the help of management, marketing/customer success, and sales. We’ll look to automate and simplify systems and processes to ensure the executive team has better data and forecasting, while reps reduce administration and increase selling time.
Key Deliverables:
Reports and Dashboards Refined or Established for Productivity & Forecasting
Identify areas with Management to begin creating Training Materials
Refinement of Lead Management Process to Drive Efficiency and Data Visibility
Initial Call Scripts Finalized and Results Measured
Throughout the learning and measuring phases we will be focused on consolidating and establishing additional reporting and dashboards across a larger set of KPIs at company, team, and individual levels. Consistent review of established KPIs will be executed in meetings across team to ensure continued adoption of tactics/systems that work and the abandonment of those that don’t. Working with the team we will refine the routine of weekly sales trainings and 1:1 meetings to standardize team execution. A Sales Playbook will be established to help align team strategy and execution.
3. Train & Scale
