How important is Sales Leadership in your company?

Business Development Consulting

Strategic Sales Performance specializes in extreme revenue growth for their clients.

This is a world of change or become obsolete. Business Development paradigms have changed. Companies need to change with them. We have found that our passion and skills are for taking failing, under producing or non-existent revenue opportunities and making them exceedingly successful.

The way that forward thinking company’s sales forces hunt today is very different from 10 years ago. Just as Web 1.0 was a push-pull approach, Web 2.0 is interactive, and Web 3.0 is integrated, so business development has changed. It’s not just feet on the street knocking on doors, sending e-mails and advertising. It’s using social networking constructs to identify and pre-qualify opportunities, thus shortening the sales cycle and reducing cost of sales.

Ten years ago, and currently for most companies, sales people were given a box of shells, a scatter gun, the largest geographic territory manageable, and told to find food or starve. Having the sales force starve for a lack of game hurts everyone. The old style sales manager attributes failure to bad sales people. The problem is there are too many sales people for each territory. Competitors are using these same old strategies and poaching. Prospects are inundated with sales pitches that don’t show value. They have built up immunity to old sales approaches.

To achieve a consistent level of growth, a systemic approach is required. All parts must work together for the benefit of the whole.

Critical Components are:

• Profitability by Product
• Profitability by Customer and Territory
• Core Competencies of employees and culture
• Critical Constraints of products, skills, markets
• Real USP (Unique Selling Proposition) that differentiate
• Credit, Payment and Pricing Policies that encourage prospects to buy
• Commission Policies that drive bottom line performance
• Sales Methodologies tied to results
• Incremental new revenue

The process helps identify ancillary and corollary markets, potential opportunities to increase the average value of a sale and potential synergies with partners and alternate channels.

The goal is to sell the most profitable products to the prospect that are willing to pay the most, using the most efficient sale process available. We want only customers who will pay their bills on time and we want our workforce to focus every effort on obtaining that goal.