As the Sales Leadership Programme provides the unintended sales manager with an all-encompassing, high-level framework, consultative services provide a hands-on approach to implementing specific projects.
For the newly appointed sales manager who wants to hit the ground running. We work with the client to establish processes and procedures so that they can get to grips with the new role and become productive from the outset.
The end product is a personalised sales management handbook, bringing into focus the repetitive tasks expected of the manager. We focus on Reporting; CRM and Metrics; Inbound and Outbound Sales Processes; Sales Meetings and Staff Management.
Most B2B SMEs operate a mix of inbound and outbound lead generation activities, with varying degrees of success. We leave inbound to the marketing experts and work with sales management to improve the success rates of outbound activity.
Outbound Contact Sales is a structured and repeatable methodology of reaching out to targeted individuals on a consistent basis to ensure a steady stream of new leads and ultimately, new sources of revenue.
Generally speaking, SMEs have small sales teams and low staff turnover, so recruitment and onboarding are only required occasionally. That said, when the need arises, it is important that the right candidate is chosen the first time around, and that they become productive within 90 days.
We are not a recruitment agency, so we don't provide talent. We help our clients with screening and selection, and once appointed, with onboarding from a sales productivity perspective.
“Our objective was to initiate outbound sales campaigns and to lessen the reliance on inbound leads. The Process Selling Framework equipped us with the activities and the metrics to succeed and we are repeating the process with impressive results.”
Bob Gee – Managing Director, Connect Promotions
“We needed to create an effective sales function, one that we could simply say to new hires, ‘this is what we do, you simply need to follow the process', and that’s exactly what we got! - Thanks Brendan"
Nicola Byrne - CEO of RiskEye
“I engaged Process Selling to help us with establishing an outbound sales process to complement our marketing efforts. I found the framework easy to understand and to implement, resulting in noticeable improvements.”
Aidan Broderick - Marketing Manager, Barons Self Storage