Sales Management Coaching for Sales Teams

Longer Sales Cycles

Longer sales cycles result from increased number of stakeholders and solution complexity

Poor Technology

Ineffective CRM that prevents the team from easily recording & accessing information about prospects and clients

Bad Leads

Marketing deliver too few and/or poor quality leads to fill the funnel with prospects for sales to close to hit target

Low Quality Proposals

Sales team use inaccurate or ineffective content in their proposals. It's too hard for them to find and access the right information.

Losing Customer Traction

Customers are self serving, accessing content online. Sales teams are losing their degree of influence over the buying process

Complex Purchase Process

There are more stakeholders than ever, decision cycles are taking longer and sales struggle to influence all the stakeholders

Poor Tools

Sales teams don't have access to the latest tools of the trade to increase their effectiveness and close rates

Increasing Cost Of Sales

The traditional tactics the sales team have used are failing to deliver the same results. Cost of sales is increasing

Sales & Marketing Misaligned

Sales & marketing don't have SLAs for the number of MQLs and don't have documented processes between the two teams

The Digital Transformation Of The Sales Function

Buyers are changing the way they buy. Buyers are increasingly self serving, finding the information they need online. Sellers must adapt their tactics and tools to reflect this brave new world.

This eBook is chock full of key data points from experts and leading global organisations that illustrates the changing landscape facing sales.

It suggests a modified 4 stage sales process that supports the modern B2B buyers journey.

Lower Cost Of Sale

An effective sales force means the average cost of acquiring a customer is minimised

Reduced Sales Cycle

An effective sales team reduces the time it takes to close deals, driving up deals per salesperson

Improved Alignment

Alignment with marketing means sales gets the right volume and quality of leads

Increased Win Rates

A sales person that works the way a customer buys, adds the most value and drives up win rates

Better Technology

Good sales technology and tools save a ton of time and sit at the heart of an efficient sales team

Retain The Best Talent

An effective operation means more people hitting quota and better retention of your high performers

Performance Optimisation Program (POP)

This program helps firms who want to build an efficient sales process to engage your prospects and turn them into customers. It combines:

Processes + Tools + Training

The POP is a 6 month improvement program. It's not to be confused with classic sales training. It develops the right processes implements best of breed tools and trains your sales team to become highly effective. It:

Works out the key funnel metrics you need to hit to make plan (your funnel velocity)
Defines the SLA between marketing and sales for qualified leads
CRM database set up and build out to follow processes.
Initial training for reps and managers to ensure the process and CRM tools are effective and adopted.
Advanced training of sales automation tools and workflows to improve sales team's effectiveness
Monthly reporting and analysis to continuously monitor what processes and tools the reps are using and implement improvements

Sales & Marketing Alignment Workshops

Sales and marketing misalignment is the single biggest source of friction for your growth trajectory.

The workshops include both sales and marketing teams working together to:

Develop a lead qualification framework
Calculate the right service level agreement
Design the ongoing process that ensures alignment endures

g2m-for-sales-alignment-workshops-FA_Optimized

CRM Implementation & Adoption

Customer Relationship Management systems are the beating heart of modern sales, marketing and customer service programs.

We advise you on the selection and implementation of HubSpot's CRM system, aligning it both to your processes and the customer's journey
We set up pilot programs & train an internal CRM champion
We regularly attend your sales meetings to show the results of pilot programs and encourage widespread adoption
We build reports the managers and reps need to see to ensure they are hitting their targets.

Build A Highly Effective Sales Team

Jump to:

Performance Optimisation Program

Sales & Marketing Alignment Workshops

CRM Implementation Services

Challenges Facing B2B Sales Teams…

Longer Sales Cycles

Poor Technology

Bad Leads

Low Quality Proposals

Losing Customer Traction

Complex Purchase Process

Poor Tools

Increasing Cost Of Sales

Sales & Marketing Misaligned

The Digital Transformation Of The Sales Function

Getting It Right

Lower Cost Of Sale

Reduced Sales Cycle

Improved Alignment

Increased Win Rates

Better Technology

Retain The Best Talent

How We Help

Performance Optimisation Program (POP)

Sales & Marketing Alignment Workshops

CRM Implementation & Adoption

Resources for Sales

The key to sales growth: Unlock your prospects buying centre

How to improve sales & marketing alignment, according to 15 experts

How to win at B2B sales in 2018

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