Strategic Sales Coaching
Sales Process Focused Solutions
Depending on the situation, we have many tools we can utilize to assist with solving your sales performance issue.
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The Gap Analysis | Root Cause Analysis
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Sales Operating System Framework
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Key Account Program Framework
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Proposal Hit Rate Improvement
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Sales Process Fine-Tuning
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Sales Team Strategy: Structure | Accountability | The Game
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Sales Traction System: MyTeam | MyPlay
Benefits
Strategic Sales Coaching by an experienced sales leader to identify and work through the real problem.
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Grow Sales Leadership
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Improvements That Last
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Identify & Adapt to Market Change
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Eliminate Trial and Error
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Build Team Confidence
The B2B Sales & Buying
Processes We Know from Experience
Engineered Solution
Sales
Industrial Services Sales
EPC Sales
After Sales Service
Attacking A Problem
1
Root Cause
Together identify and quantify the apparent problem, then do a deep-dive to expose the real problem to allow an objective statement and standards of measurement to be created. The most important step of any action plan.
Strategy
As a team, create the strategy and action-plan steps to meet the objective. To allow us to stay on track individual responsibilities and deadlines are created. A bit of team building and usually needed at this stage to ensure success.
2
3
Team
We stay with the team each step of the way, especially at critical check points of the action plan. Proper execution of the resolution is required for a lasting resolution to the original problem.
Strategic Coaching Services
Sales Operating Systems
Goal: Foundation for Predictable Sales Growth
Helping sales leaders create their SOS from scratch or refine an existing one is our core service. Without your team having a consistent set of processes that work together (systematically), meeting forecast is only luck. We certainly don't want to depend on luck for your success. Establish a solid foundation for growth !
The Gap Analysis
Goal: Identify the real problem
To fix a sales performance issue it is critical to know the real problem and how to quantify. Some 30-years ago we learned that what you think is the problem is likely the apparent problem. Once you sort out the real problem fixing it can be rather straight forward. Start by understanding the real problem if you are frustrated with your sales!
"A Bird In the Hand is Better Than Two In the Bush"
Key Account Program
Goal: Grow Strategic Accounts
Does your company have a small group of clients that account for a large amount of your revenue or some with the right focus can grow significantly? If so, it probably makes sense to have a system that puts the appropriate emphasis on building the client relationship in a strategic and purposeful way. Implement a Key Account Program and protect and grow those vital accounts.
Fine -Tune the Sales Process
Goal: Increase output
The Revenue Engine is the heart of your sales operating system. Several processes together make-up your Revenue Engine, with the most common being marketing, sales, and after sales service. If performance is off, the 1st place to look is at the condition of your Revenue Engine. Even a slight adjustment can make all the difference.
Proposal Hit Rate Improvement
Goal: Win more
There's nothing more frustrating for a salesperson than to work hard and lose the deal time-after-time. A poor hit rate is a challenging problem to solve. From our experience, identifying the "why" is often the hardest job. Too often "price" is the blame for losing, but 9 times out of 10 that is not the case. For most, increasing the proposal hit rate is game changing.
Sales Team Strategy
Goal: Better Team Performance
Structuring the B2B sales force can be a tricky formula. Complex B2B sales generally have long sales cycles, numerous buying influences, many needed in the selling steps, high-cost of proposal creation, combo of technical and commercial priorities, and other complicating factors. Creating the right environment for winning takes real effort. An effective team strategy will drive sales performance.
The 3-Steps to More Sales
01
Let's Talk
Identify the Challenge
02
Proposal
Agree On the Plan-of-Attack
03
Execution
Guided Step-by-step
Contact Us
Get in touch with us to discover how North River Five
can help with client management and brand awareness.