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We (re)build sales departments for CEOs.
Being a CEO is a full-time job; why be so heavily involved in sales? Trust Sales BQ™ to create a profitable sales team.
For Sales Reps...
who want more sales conversations, higher close rates, and more referrals!
Sales Consulting: BUILD + HIRE + MANAGE
The NEED is Clear
Many CEOs (about $1M-$10M) are too heavily involved in the sales process and need to make a sales hire, but are worried about losing money as a result of no sales infrastructure or processes, bad sales hires, no time to manage sales people, and the inability to accurately predict sales forecasts… which causes them to be stuck and hitting burnout.
Some have previously hired sales reps and experienced nothing but extremely expensive over-promising & under-delivering.
The SOLUTION Works
We help those CEOs (re)build a sales department (sales infrastructure, processes, quotas, metrics, and playbooks), help recruit top sales talent, manage them weekly, and create a buy-in culture resulting in predictable pipelines and high-growth sales. We train and coach on the behavioral quotient (BQ) necessary for results.
Our proven process has resulted in well over 30% increase in annual sales revenues for our clients; 92% of our recruits rise to the top ½ of their sales force within the first 12 months.
We make your sales team profitable.
BEHAVIOR Drives Results
More about Behavioral Intelligence (BQ).
Even with great systems & processes, once you have sales people doing the work, it adds complexity - sales people are expensive & unpredictable - we help find the BEST people for your team, manage them, and coach them to execute the most profitable behavior.
Based in Denver, CO, the Sales BQ™ team acts as outsourced VPs of Sales to help CEOs avoid losing $250k-$500k (per rep), as a result of no sales infrastructure, bad hires, lack of training, and no time to manage.
Step 1: Let's Build Your Sales Infrastructure
Create or Enhance Your Sales Department
Create or Enhance the Sales Infrastructure
We help (re)build sales infrastructure, systems, and processes by aligning operations, finance, product development, marketing, sales, and your ideal client’s buying journey; all documented in your custom sales playbook and detailed business development plan.
What's Included
- sales rep comp plans
- territories / verticals / market segments
- rep roles / responsibilities
- rep quotas / goals / metrics
- ideal prospect-buyer personas
- sales activity plan with metrics
- approach for profiling accounts
- prospecting / lead gen strategy
- custom needs analysis questions
- pre-call templates
- process flow map to move prospects to closed business via key selling stages (i.e. demos, proposal deliveries)
- an account management plan for existing clients
- pipeline stage map
- criteria for CRM / tracking tool
Step 2: It's Time to Hire the Best Sales Reps for the Job
Sales Recruiting + Pre-Hire Assessments + Hiring
Define the Right Hire(s)
After the BUILD phase, we know exactly what type of sales rep(s) you need to build a profitable sales engine. We develop a matrix to define your ideal candidate profile(s) and prioritize characteristics, experience set, skills and traits to be successful. We customize a sales assessment tool, Objective Management Group© (OMG), to evaluate candidates and formulate a targeted strategy for locating and connecting with viable candidates.
Search + Recruit + Interview + Onboard
We build job descriptions and job ad postings to engage candidates and post them on various job boards. We phone screen qualified candidates who pass the OMG, interview them in-person, schedule the TOP 3 candidates to interview with you, and provide guidance in making hiring decisions. Once hired, we assist in developing a 90 day on-boarding plan which includes individualized high-impact immersion sales training and sales coaching.
Follow the STAR Manual©
We follow the Sales Talent Acquisition Routine (STAR) Manual©, developed by Objective Management Group©, a detailed recruiting how-to guidebook of 12 key steps to find and keep “A” level sales talent. When followed, the STAR manual results in a strong pool of candidates of whom we strongly qualify and impact appropriate selection of your next sales superstar. It also provides direction on how to on-board and develop new people into your organization.
Subscription to Objective Management Group©
We include a 6 month subscription for an unlimited number of the customizable Objective Management Group© (OMG) salesperson/sales manager evaluations for each role we’re hiring for. Best practice - and EEOC - dictates that all candidates be assessed when submitting a resume via your posting. With this process, everyone is treated equally and time isn’t wasted interviewing people who aren’t recommended.
Step 3: Outsourced Sales Management, Training & Coaching
Immersion Learning & High-Impact Sales Coaching
Benchmark Each Rep
We BENCHMARK your rep(s) as they SHOW UP today on the entire sales process - we identify the behaviors, style, and sales techniques that hinder their success. We record (video or audio) prospecting calls and full sales meetings, review email & LinkedIn messaging approaches. We provide feedback on all of it, typically 15-20 "coachable moments" per 30 minutes of film and a graded scorecard, based on custom key metrics. This creates AWARENESS that allows room for CHANGE!
Create Individual Learning Plans
Our IMMERSION learning experience, led by the Sales BQ™ Team, creates high-growth sales results by aligning LEARNING with immediate PRACTICING. Your rep(s) start their individual, customized learning plan with their Sales BQ™ Coach immediately. We know you don't have time for the accountability piece - We Do! - And they won't argue with it... it's on film!
Outsourced Sales Management
Let us takeover a weekly cadence, debrief calls, and hold your rep(s) accountable to high-growth sales results! We coach, train, and managed your sales reps in the field!
We provide you ongoing updates, scorecards, and video benchmarks. You can log in and SEE the ROI anytime you'd like.
What's Included
Each learning plan is just as unique as each rep on your team.
- video / audio benchmarks of each step of the sales process
- custom graded score cards used for measuring progress
- sales challenges & video / audio role plays
- sales meeting debriefs
- accountability to biz plan metrics
- on-call sales manager support
- in-the-field coaching & training
Download our Sales BQ™ Infographic
The LEARNING difference is in the technology.
Engage with Your Sales BQ™ Coach Online!
Our APPROACH is Proven for REAL WORLD Complex, Consultative, High-Dollar B2B Sales Success!
Contact Us To Learn If We Align
Let's have a conversation.
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