Sales Process Consulting

Sales Process Consulting

Every sales organization is comprised of professionals with a wide variety of sales and management experiences.  Add to the wide mix of people a multitude of different processes and technologies and it becomes difficult to create one common language for selling.  Without the alignment of people, process, and technology, it becomes extremely challenging to achieve efficiencies and meet sales objectives.

Richardson provides highly specialized Sales Process Consulting services to help organizations assess, document, and reengineer specific activities that take place throughout the sales cycle to ensure efficiencies, CRM integration, a consistent language and Framework, and coaching reinforcement.  Richardson’s Sales Process Consulting provides a roadmap of “what” needs to be done in terms of a process for sales, while Richardson’s classroom training provides the “how” that turns the process into action.  It creates a blueprint for where to focus the classroom training and what key tools should be developed to maximize the performance of the sales team and its managers.  Our Sales Process Consulting is performed prior to rolling out a training initiative in order to ensure that the process taught in the classroom is reflective of your corporate strategy. While Sales Process Consulting maximizes the return on classroom training for all clients, it is especially relevant for clients who are facing intense competition in the marketplace, have recently integrated an acquired entity and need consistency across the sales team, are facing significant sales team growth, or want to evaluate their sales strategy before beginning formal training.

Business Benefits

• Increase sales performance by establishing one unified process and language
• Increase efficiencies and decrease cost of sales
• Receive a higher return on investment in organization’s technology/CRM
• More efficiently integrate new hires to support growth goals
• Serve as a collaborative think tank / brainstorming vehicle that senior management would not typically take the time to participate in

Objectives

• Create a common sales language, process, and Consultative Framework based on the best practices of high performers
• Create a one-page Sales Process Map that outlines a highly customized sales cycle for the client’s organization, as well as additional documents which detail all sales processes and technology
• Integrate into the sales process highly detailed coaching activities and objectivities

Audience:  Program deliverables are highly customized to the needs of entire sales organization, from senior executives to sales managers and sales professionals

Delivery Options:  Available through a series of one-on-one and group meetings with senior executives, sales leadership, and high performers within the sales organization

Next Steps

Review Development Phase | Review Readiness Phase | Review Sustainment Phase