"Due to your help we have improved the quality
and quantity of our sales opportunities
and are now pursuing millions of dollars
worth of new, well-qualified opportunities."
Ken Schroeder, Partner, ERM
We help your
organization build a Sales Engine.
What is a Sales Engine?
An engine is a mechanical
process or system that reliably and
consistently produces results. It is
self-propagating and repeatable. Similarly, a Sales Engine is a
well-oiled sales organization and sales
process that generates sales on a
regular and repeatable basis.
A Sales Engine is about the science
of selling and not the art of selling.
It is less about individual sales-heroes
and more about a systematic process to
We help your Sales Team
deliberate, crystallize and
succinctly articulate a coherent
- Market Strategy
- Product Strategy
- Value Proposition Strategy
- Sales Strategy
clear strategy that is well
understood within the organization
helps drive sales effectiveness higher.
Without a clear strategy
spending time and money on sales
training often results in less than
optimum results. Sharpening the axe
is important (i.e. training and
coaching of the sales people) and
yet choosing which trees to cut and
how (strategy) is equally if not
A Sales Process is the sales
person's best friend. Without a
sales process a sales person is an
amateur seller. A sales process
helps a sales person stay focused
and guard his/her most valuable
commodities - time and self-esteem.
Following a process increases the
sales success ratio and reduces
A Sales Process is the
organization's best friend too. Without
a sales process the organization
does not have insight into future
sales. It does not have an
understanding of which sales drivers
are succeeding and which are not.
A sales process coupled with a
sales software system helps drive
The design of the Sales Organization
must facilitate and support the
sales process. In complex sales the
sales process is often very
involved. It may take different
skills sets (for example prospectors
versus closers) to work different
parts of the sales process.
In larger organizations, the role of
supporting groups (marketing, risk
structuring/pricing, legal, upper
management) can be very important to
the sales process. Roles,
responsibilities and interaction
within the sales group and with
other groups must be clearly
How different team members get
compensated for the sales effort
must be clearly defined to drive
sales efficiency and productivity.
coaching helps sales
representatives re-wire their habits
so they can improve their sales
The typical sales
training involves listening to a
sales expert or motivational
Sales coaching on the other hand is
interactive and role-playing based.
It helps the sales person realize
how he or she acts and reacts in a
The sales coach acts like a mirror
and is able to provide specific
feedback to the sales person.
Clients love our
You cannot manage what you do not
measure. Most companies measure
their sales revenues - i.e. the
outcome of sales. Sales revenues is
however a lagging indicator - it
tells you what has happened - like a rear
To manage the sales process and
keep advancing the sales strategy it
is important to measure the leading
indicators of future sales.
Without the right measurement
it is very difficult for an
organization to gain insight of
future sales and know in advance how
each sales person's performance is
going to be respective to their
sales plan or sales target.
Build a sales engine in your