Sales Process & Methodology

Richardson Sales Process Consulting supports you in three primary ways: determining preparedness of your sales organization and talent, recommending best-in-class sales process practices and methodologies, and partnering with you to develop measurements to assess the impact of the training on sales force performance. 

We work with you to validate and, if needed, customize the sales stages and activities of each stage to ensure the sales process reflects how your team should be pursuing opportunities. We begin our process by bringing together key leaders and subject matter experts in your organization to understand both the current state and desired future state of your sales process. We work with top performers, sales leaders, and stakeholders – people who can provide perspective on the sales or account management cycle.

We dig into the details of success stories. We review and challenge your existing best practices. And we layer in best practices from other high-performing companies. Then, we work together to create, introduce, transfer, and operationalize your sales process to deliver results.

The Sales Process Consulting engagement is a four to six-week consulting engagement that is implemented through a Five-Phase Methodology.

• Phase 1: Data Collection — The consulting begins with data collection and compilation utilizing your feedback.
• Phase 2: Development of the Branded Sales Process — This process is unique to your sales cycle and buying patterns and we present it in an accountability-specific process format.
• Phase 3: Validation and KPI Phase — The sales process is validated with line stakeholders in a workshop setting to finalize the methodology and transfer accountability to internal champions.
• Phase 4: Executive Review — We conduct a session with your leadership team to gain full buy-in and commitment, foster modeling of the language and process, and reinforce accountability.
• Phase 5: Operationalizing the Sales Process — We identify the elements of your talent lifecycle that the sales process touches including performance management, selection and hiring, skills training, onboarding, integration with CRM, branding, and marketing of the process, among other interventions, to successfully operationalize your sales process.

The result is a customized process specific to you that is driven by the following guiding principles that accelerate adoption and embed the process throughout your company.

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.