Our clients represent a variety of industries, business sizes and selling environments that include individual entrepreneurs, equity fund firms, start-ups, local and regional partnerships as well as national and international multi-location companies. Many may employ a direct sales force, business development staff, channels of distribution, rep firms or strategic partners to generate revenue.
In any case, all of our clients share a sense of urgency and commitment to changing their current culture by partnering with us to address the following questions:
Sales
- Are you increasing net profit, sales revenue and market share?
- What is your market share relative to you competitors?
- Are your people still producing despite increases competition?
- Are your people still producing despite downturns in the economy?
- Are your people able to sell at higher margins?
Staff
- How is individual and team job performance?
- Are you getting the most out of your people?
- Are your expectations reasonable?
- Are you aware who has the potential to perform at higher levels?
- Are you aware of what’s getting in the way of their ability to do so?
- Do you know what tools and methods to use to get them to your goal?
- Do you have a collective set of strategies that guide the performance of your team?
- Can your team execute your strategies?
- How effective is the sales management component of your business?
- Are your people in the right roles?
Staff (Continued)
- Are you aware of specific staff weaknesses that require skill development to improve performance?
- Do you now what tools to use to validate or disprove your assumptions?
- How is individual and team morale?
- Do you know what motivates your people?
- Are you retaining and appropriately compensating quality employees?
Recruitment
- How effective is your recruitment process?
- How effective is your candidate selection process?
- Does your selection process eliminate costly hiring mistakes?
- How quickly do new hires contribute to your bottom-line?
Communication
- Do you know the real value your company provides prospective and existing clients?
- Are you communicating your value in a way that supports your leadership position in your industry?
- How thorough is your staff in identifying and communicating with decision makers?
- How skillful is your staff at uncovering the goals, desires, frustrations, challenges and unmet needs of prospective and existing clients?
- Can your staff tell you what’s inhibiting your ability to do business with a particular opportunity, other than price?
- How well does your staff communicate compelling value propositions?
- Does your staff communicate a uniform message?
- How genuine are the members if your staff?
Execution
- How detailed are individual and team sales business planning and “go to market” strategies?
- How many and what types of prospecting strategies does your staff use?
- What methods are your staff using for client retention, generating referrals and cross-selling opportunities?
- Who are the Ideal prospects and clients best suited for your business?
- What is the quality of your staff’s individual and team activity?
- What system is your staff using for recording and measuring activity?ow often does your staff update and review?
- Can your staff tell you with confidence which opportunities will convert to booked business this month and why?
- Does your staff build and cultivate strategic partnerships and channels of distribution?