Success in sales is dependent on an effective sales function. Think of this in terms of your accounting or warehousing functions, where everything runs as it should. Business owners seldom get bogged down or frustrated by business functions that are set up to succeed. Successful business functions run on systems and processes, and they are staffed by trained personnel.
The sales function is often the poor relation in the family of business functions. It often lacks the systems, processes, or training, that makes its close relatives so successful. This in turn impacts the business owners and senior management who have to grapple with the fallout of missed sales targets and customer churn.
The problem is rarely that the function doesn't exist, or that it's missing all the components, but more likely, it is incomplete. When this is the case, the challenge for sales leaders is to identify the gaps, before they can move to bridge them.
In true solution-selling fashion, we practice what we preach! Our first order of business when engaging a client is to conduct a Gap Analysis Workshop to identify what is not present or what is present but not working as it should. It's only then, when we are in possession of all the facts, that we propose a solution.
The solution of course is to provide or fix the missing or malfunctioning components, the challenge then becomes how to deliver the solution. This is where Process Selling really shines as a sales consultancy partner with a difference.
It may be the case that a lot of sales issues are very similar, but the dynamic of every client business is so different, that the solution requires great diversity and flexibility. We cater to small and large sales teams; sales management and executives; systems and processes; knowledge and skills; and advice and guidance.
Process Selling is a B2B sales consultancy firm, focused on the SME sector in Ireland and the UK.
“We wanted to take a fresh strategic approach to our sales process. Brendan proved to be highly skilled in understanding our issues and working with us to create an effective approach. We continue to engage Process Selling on an ongoing basis.”
Pat Reidy, CEO of Xyea
“It’s difficult to find high quality sales training content aimed at the SME sector, but I found it here. I was very impressed with the reasoning behind each of the topics, a real eye opener and it has certainly improved my position.”
Liam Corrigan, Territory Manager at Webroot
“I’ve experienced many different sales training providers, and I have to rank Process Selling at the top of the list. They tick all the boxes with content, exercises, and value for money.”
Conor O'Doherty - Human Resources at SMK Europe