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Many CEOs & VPs are too heavily involved in the sales process, want to grow, 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.
We help those CEOs & VPs (re)build their sales department (sales processes, quotas, metrics, and playbooks), help recruit top sales talent, coach 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 results in significant increases in annual revenue for our clients; 92% of our recruits rise to the top 1⁄2 of their sales force in 12 months.
Sales BQ offers comprehensive services in three core areas: BUILD + HIRE + DRIVE. In the BUILD phase, we observe & shadow your current sales approach. We look at how every department plays a role (finance, marketing, operations, technology) and how each sales person performs. We document all processes, highlight what’s working great, make recommendations, and produce a comprehensive sales playbook, identify the types of sales roles needed to create a sales engine, develop or enhance comp plans, and create sales activity plans with both leading and lagging indicators.
Sales BQ partners with the the Top Sales and Marketing Assessment Tool (for the 8th consecutive year, rated by Sales World) for our clients. Objective Management Group© (OMG) was the first to market for this type of assessment and remains the leader. With over 26,000 companies and 1.8M sales people evaluated, OMG has the insights into what makes a high-performing sales team. We run the OMG’s Sales Rep and Manager Evaluations to evaluate existing sales team member’s 21 core selling competencies and core sales DNA (evaluation is created specific to your role, market, product, competition, and revenue size) to give you a benchmark on where their performance can be and if any of them would benefit from individualized sales coaching. We conduct a team analysis that indicates your opportunity for estimated revenue growth over the next 12-24-26 months (see sample) for groups of 2+.
We build job descriptions and job ad postings to engage candidates and post them on 100+ job boards. We phone screen qualified candidates who pass the OMG, interview them in-person, schedule the TOP 2-3 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.
For the DRIVE phase, we believe in immersion learning over time, accomplished by both classroom and in-the-field sales coaching and training… not a butts-in-seats forgettable event.
We benchmark your reps on the entire sales process – we identify the behaviors, style, and sales techniques that help and hinder their success. In addition to insight from their Objective Management Group Evaluation of their 21 core selling competencies and sales DNA, we record (video & audio) prospecting calls, full sales meetings, and review outbound messaging approaches. We provide feedback, typically 15-20 “coachable moments” per 30 minutes of film and a graded scorecard, based on key metrics. This creates awareness that allows room for change!
Our immersion learning experience creates high-growth sales results by aligning learning with immediate practicing. We know you don’t have time for the accountability piece – We Do! Let us takeover the weekly cadence, debrief calls, and hold your reps accountable to high-growth sales results! We coach, train, and manage your sales reps in the classroom and in the field! We provide weekly updates, scorecards, and progress reports.