Sales Acceleration

Executive summary

Sales Acceleration

Generating sales is at the core of the success of every company and boards around the world are looking at sales performance more closely than ever. Competition is becoming tougher with more companies operating in your niche and more information being available to potential customers so that they can move to an alternative supplier, have a stronger negotiating position and can strike a harder deal with your business.

Sales acceleration delivers a repeatable sales pipeline for your business that is based upon the adoption of a sales acceleration process that impacts and improves all elements of your sales process. Sales acceleration takes into account the changing dynamic of the market and covers using LinkedIn, Facebook, how to create a meaningful strategy, how to alter your sales approach to a mix of inbound and traditional prospecting for sales and how to hire, train, retain and lead a top quality sales team.

Sales acceleration also covers generating leads, validating your opportunities and mounting sales campaigns that drive your Probability of Win (PWIN) up and how to effectively and efficiently manage prospects through the sales cycle to deal closure.

In summary, sales acceleration is built upon over 20 years knowledge and experience in leading sales and bid teams to win over $2Bn in business across tough and competitive markets in the US, Middle East, Asia and Europe for FTSE 100 companies, and delivering growth of over 300% in 4 new vertical markets within 12 months for a start-up technology company. Sales acceleration delivers to you and your executive team a sales strategy, process and techniques for building a world-class sales team and a toolkit to skyrocket growth in your business.

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Service Methodology

Service methodology comprises 6 distinct steps. Step 1 is a pre-consulting client engagement with key company executives to understand the target market, current sales Probability of Win (PWIN), sales process and meet the key sales team members. The focus of the step is to understand the company aspirations, where it wants to be in terms of customers and markets and the shortfall in sales delivery.

Step 2 will focus on developing a firm sales strategy that will cover markets to concentrate on and priorities list, market entry strategies, customer segments, solutions, go-to-market, timescales and win strategies. One of the keys in this stage is to ensure that the strategy aligns with the customer journey.

Step 3 will focus on developing and then executing the plan for the sales team that will transition all aspects of process to create a top performing sales team. The first element of this step will be to establish a formula for hiring great sales people. The next element will be to establish a predictable sales training formula that is based upon understanding the buyer journey, understanding the sales process, the sales toolkit and how to use the qualifying matrix.

Step 4 will concentrate on managing sales from identification to closure that will include running a targeted sales campaign, stakeholder management and using metrics through the sales management closure to prioritise actions. Step 4 will also review how to motivate staff through compensation and contests and how to ensure that customer commitment matches your business needs. The last part of this step will be to look at the development process for sales leadership and why promoting from within is a cultural advantage.

Step 5 concentrates on developing opportunities and how to generate demand for your products and services. Using a hybrid process that looks at creating sales from inbound enquiries and traditional prospecting approaches. This step also covers how to convert inbound interest into revenue, the role of marketing and how to use a scoring matrix to prioritise opportunities across the sales team. This step also covers the detail of the ideal formulae to manage opportunities to closure

Step 6 covers th