Sales Organization Audit and Review
The first step is to ensure that sustainable, long-term returns on investments are made to improve your sales organization. Too often, organizational blindness leads to spending time and money on solving a performance issue in a way that does not solve the root cause. Technology and training are two popular areas where this happens. Have fresh eyes with the vision of how to be the best sales team, before spending valuable money and time.
Combining the Art and Science of Sales creating projects with actual returns
Corporate Strategy to Sales Execution
Every corporate strategy has an impact on your sales organization and your customers. Whether direct or indirect, the impact on your revenue generation should be analyzed before a company sets their strategies for the next years. Once you decide on a core set of strategies, ensuring executional alignment greatly determines your organization’s success. We will analyze the impact of your strategies on sales and customers and work with you to implement the strategies throughout your sales teams.
Social Selling Strategy Development & Implementation
An organization-wide, aligned Social Selling Playbook is a vital and integral part of the strategic framework. Work with us to develop or upgrade your existing online activities and to create a strategy that is built for your company.
Bridging Marketing and Sales: Taking their Relationship to the Next Level
Results improve when star players on your teams work with one voice, share one vision and win customers. We ensure this by bridging your strategies to the people, processes and technology from each department. Today’s buyers are 60-80% of the way to their purchase decision before they speak with a sales professional. This means working together on the same page, effectively and efficiently executing to win the customer is what sets market leaders apart from the rest of the pack.
Selling & Social Media Marketing: Customer Engagement and Lead Generation
Results are significantly better if the messaging is aligned among all client-facing teams. We consult and coach your teams during the development of a content plan and schedule, then support the implementation of processes and technologies for the daily activities in your Marketing and Sales teams. Once this basis is built, we will support your Marketing, Sales and Customer Service Teams in the on-going design of integrated campaigns, encompassing all online (Social Selling) and offline activities, that will facilitate enhanced results and customer experience.
Bridging Performance Management: Job Descriptions to Performance Evaluations to Career Path
Employee turnover, wrong hiring decisions and promotions that fail are a costly issue for every company. We will help solve this problem by bridging traditional human resources functions to the success behaviors and characteristics of your sales organization. Align each level of your organization so that everyone is clear on how to exceed expectations; and managers can effectively evaluate performance - then appropriately manage those with issues from those with the desire to improve - all in a way that is welcomed and appreciated by the sales force.
Bridging Customer Expectations
How well do you know what your customers think about you? How do your customers want to be sold on any product or service? Reviewing the internal opinion of your organization and comparing it to what customers really think enables better understanding and self-awareness of internal management as well as daily customer interactions.
Business Analytics and Planning
Business Planning in Sales
A business plan for your sales organization will be most effective if it is aligned within a common process and template. We help management to jointly develop and implement a business planning framework and provide guidance on setting the right objectives, tactics and daily activities at each level of the sales organization. This creates the sales entrepreneur in your organization, provides a deeper understanding of one's business and brings the ownership of performance to the individual. All within one framework for the organization.
Aligning Sales Analytics
Each level of an organization impacts top line revenue and profit through their actions. Often, these actions or activities are left to the discretion of sales professionals and managers to take action on and monitor. Imagine if a CEO can put in place immediate activities for their sales force that influence company results. By aligning Sales Analytics, VisioneersPartner adds science to the art of selling so that you know data such as just how many new leads you need for x new customers. From C-Level analytics to newer topics such as Social Selling Analytics to sales professional activities - we give you control over numbers.
“The firm’s decisions surrounding the selling process, i.e., what activities it wants its salespeople to do in their interactions with customers are critical and impact response functions, operations, and, ultimately, strategies.”
Mantrala et al. 2010