DEVELOPING PROCESS

PROFILE THE SALE

Our development process starts by creating a quantifiable benchmark that uncovers the attributes (both good and bad) based on recently closed business. The methodology to profile your sale is the first step in outlining the skills, aptitudes and styles critical to closing and retaining your most valuable prospects and customers.

Here is the key:  you can't ask a salesperson to do something 10, 50, 1,000 times if you can't describe how to do it one time.  By profiling the sale, you define the market position, value proposition, competitive landscape, pricing model and so forth.  You will also define how many contacts it takes, on average, to move a cold contact to a customer.  The data we collect provides the model in which your salespeople must successfully navigate.

Every sales team has top performers and then the rest of the team.  The profile allows us to determine the areas where each salesperson excels and where they encounter challenges.  Some salespeople, no matter how much training you provide, will not be able to attain a satisfactory level in the role.  It is best to come to this realization sooner rather than later.

The short-term potential resides with the "B" players - the ones who sell enough to stay, but never go to the next level.  This area provides fertile ground for quick growth.  Once the sales is profiled, each salesperson's strengths are identified and you are provided with the keys to unlock their potential.

An example of the information we gather during the profile discussion with you:

This ratio helps to define what level of prospecting is required along with what the close ratio is today.  This is just one piece of information that helps to profile the sale at your company.