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Many
companies choose to improve their inside sales group through quick
fix solutions such as sales training, technology improvements, or
hiring more people. Like building a quality house requires a solid
foundation, developing a successful inside sales organization first
needs a comprehensive plan. Your plan will consist of the following:
- An in-depth assessment of your company
This assessment will be used as the foundation for our
recommendations and will include information on your company such
as: short term needs, long term goals, company structure,
current financial situation, sales management, sales personnel,
marketing, and advertising.
Maximize your return on investment: don't waste
money and effort forcing your expensive salespeople to prospect
for new customers.
Instead
Use our plan that will give you a detailed process
to find all potential customers in your market. This cost
effective method will forecast exactly how many new customers you
will gain per dollar spent.
Maximize your return on investment: don't waste
money and build frustration in your expensive sales force by
having them work on accounts with limited to no potential.
Instead
Use
our plan that will give you a cost effective process to extract
the business potential from your current and potential customers.
This information will allow you to select what part of your sales
organization is most effective in selling to each account.
Measure the true performance of your sales people
by understanding the ratio between their individual revenues and
the total business potential within their territory.
Opportunity Based Selling:
Opportunity Based Selling positions your sales personnel
and organization to approach your customers in a way that only
seeks out and closes on immediate sales.
Strategic
Account Management Selling:
Strategic Account
Management Selling focuses your sales personnel and
organization on building a long-term relationship with your
customers by understanding their business, recognizing their
needs, and offering solutions that benefit them.
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Maximize your return on investment: don't waste
money with an expensive sales force using the wrong sales
philosophy.
Instead
Use our plan to focus your sales organization on
strategic account management rather than opportunity based
selling.
This sales approach will increase your company's
revenues by increasing your share within each of your new and
existing customers. It improves customer satisfaction because it
helps solve their problems as opposed to pitching your products.
Strategic account management will also increase employee
satisfaction by providing a position that appeals to the interest
of the employee while building repeatable long term business with
customers.
This forecast will estimate your added expenses and
incremental revenues. It will also demonstrate the payback
timeframe and the decrease in your overall cost of sales.
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