Methodology

Our methodology provides a step-by-step guide on how we might work together. Our approach is to offer transparency and clarity on the strategic processes that will be undertaken to achieve success. Each activity is designed to contribute to the overall effectiveness of the sales strategy and to drive tangible results.

Comprehensive Sales Audit

To understand the current state of the sales process, team dynamics and performance metrics.

  • Conduct a thorough analysis of historical trends and patterns.

  • Interview key sales resources to gather insights on existing processes.

  • Thoughts on what is working well, what could be better.

Collaborative Strategy Development

Develop a customized sales strategy and process aligned with the clients goals.

  • Analyze findings from the sales audit to make recommendations, adjust strategy development.

  • Establish clear and measurable sales goals based on organizational objectives.

  • Develop a comprehensive sales strategy document outlining key initiatives and timelines.

Implement Tactical Initiatives

Execute the sales strategy through defined initiatives and activities.

  • Implement sales process optimizations to streamline workflows and enhance efficiency.

  • Leverage technology and tools to support sales automation and enhance data-driven decision-making.

  • Introduce incentive programs to motivate and reward high-performing sales teams.

Training and Mentorship

Enhance and grow the skills and effectiveness of the each sales team member.

  •  Develop a customized training program based on identified skill gaps.

  • Conduct interactive sales training sessions covering techniques, use of product knowledge and customer engagement. 

  • Provide on-going mentorship to sales team members, offering a consistent process, guidance, and support.

Key Performance Indicators (KPIs)

Establish and monitor KPIs to measure success including both leading and lagging indicators.

  • Create the KPIs that focus on the activities/behaviors required daily to achieve revenue goals (leading).

  • Define the overall sales goals that reflect performance for specific time periods (lagging). 

  • Implement tracking mechanisms and reporting systems to capture relevant KPI data.

  • Establish regular reporting intervals for monitoring and analyzing KPI performance.

On-going Monitoring and Adjustment

Continuously assess and optimize the sales strategy and success based on real time feedback.

  • Regularly review sales performance metrics against KPIs.

  • Conduct periodic strategy reviews with key stakeholders to assess effectiveness.

  • Implement adjustments to the sales strategy based on market dynamics, customer feedback, and performance trends.

  • Stay informed about industry trends and competitor activities to ensure a proactive approach.

Team Collaboration and Communication

Encourage a collaborative relationship with all team members.

  • Establish clear lines of communication through regular team meetings and updates.

  • Facilitate collaborative strategy sessions to encourage input and insights from the sales team.

  • Allow for open communications on what is working well and what might require adjustments.

  • Foster a positive and open communication culture to enhance team collaboration. 

Reporting Requirements

Ensure transparent communication and provide regular updates.

  • Provide weekly status updates on progress, highlighting key achievements and challenges.

  • Submit comprehensive monthly reports detailing sales performance, strategy effectiveness, and KPI metrics.

  • Establish open channels for feedback, encouraging stakeholders to share insights and concerns.

“Dan worked closely with me as his client, guiding and coaching me in my particular areas of need with regard to building and growing my business. He teaches and follows a proven system which is effective in all types of businesses. I highly recommend him if you are looking to improve the skill levels of your sales organization.”