In addition to the Sales Analysis Scorecard and Sales Education programs, I also offer a range of consultancy and support services to clients to help them improve their sales function. My range of services includes:
Sales Builder
At Biz I use a proven method to analyse a sales situation and implement specific actions that will lead to better sales performance - the method is called Sales Builder.
1. The Sales Analysis Scorecard is used to identify the current situation and drill down into what specific areas would generate the best growth in sales.
2. The Goals, USP and Positioning Workshop is used to define exactly what you’re trying to achieve, and how you want customers to perceive your business. It also looks at competitors and general market perceptions. It defines your Unique Selling Point (USP) and develops appropriate positioning statements that are used throughout the sales and marketing process.
3. Once I know where you are now (Sales Analysis Scorecard) and where you want to be (USP & Positioning Workshop), I then draw up a detailed Sales Action Plan that describes exactly what you should do in order to grow sales. The Sales Action Plan will describe specific actions in order of priority and time sequence. It will address all parts of the sales process. Although they vary by project, typical Sales Action Plans include the following elements:
4. As part of the Sales Builder process, I access the full range of Biz tools and Sales Education. So if you need specific tools, templates or training to implement the steps in the Sales Action Plan, then it’s all at hand.
5. I review progress on a weekly or monthly basis as appropriate. I monitor progress against the Sales Action Plan and identify changes or improvements as situations change over time. I can also act as Sales Manager where needed and coach your sales staff how to use the new techniques and sales tools implemented.
My clients use as much of the Sales Builder process as they need. Some take the entire process to build a complete sales environment. Others choose specific blocks to fill a specific gap or launch a new sales program.
For Sales Recruitment I work exclusively with ASK Specialist Recruitment Ltd. We work closely together and share many of the same basic principles about careers in sales. Working together, Biz and ASK can supply a range of sales recruitment services including:
See Recruitment for further information.
Sales Channel Program Development
I can design, build and implement an entire sales process, from Lead Generation through to Customer Loyalty and Sales Management. I setup, implement and document the entire thing, and train your staff on how to use it and manage it.
If you sell your products or services through a network of resellers, business partners or distributors, I can show you how to implement powerful channel-sales programs that generate new levels of income. All of the Biz products and programs can be customised and branded to suit your channel. From product launches, to building entirely new sales channels (in the UK or globally), contact me for more details.
CRM Implementations
I can implement a range of CRM or contact managements systems, from web-based such as Salesforce.com and Salesnet through to internal systems such as Microsoft CRM, Microsoft Business Contact Manager, Sage ACT! and Goldmine. The full benefit from any CRM system only comes when the system is fully integrated into the sales process, and when sales staff and sales managers appreciate how the CRM system can help them achieve their sales goals. So I go beyond installing CRM – I show you how to use it to generate more sales and achieve sales goals, earn commission, improve customer satisfaction and loyalty etc.