SALES CONSULTING

Sales Performance International is a sales performance consulting company which helps companies transform their sales organisations to reach higher effectiveness and higher sales performance.

WHAT SPI DELIVERS

At Sales Performance International, we measure our success by how well our clients achieve their desired sales results. To that end, we provide expert services to ensure that improvement initiatives drive desired outcomes. Each of these services is designed to help align the investment in sales development with goals of the organization, and to integrate new practices into the fabric of the business.

Sales Process Design

Sales Competency Assessment

Sales and Marketing Alignment

CRM Optimization

Opportunity Coaching

LEARN MORE ABOUT OUR SALES CONSULTING SERVICES

With more than two decades of sales process development experience in hundreds of sales organizations, SPI has developed a proven methodology for rapidly and efficiently designing and documenting optimized sales process definitions for clients, called Sales Process Design. This may include the creation of multiple process variants, depending on the number and types of buyer constituencies served by the client organization.

The principal deliverables are sales process maps, showing the key selling steps aligned to buyers’ preferred purchase behaviors. These maps include definition of recommended sales activities, verifiable outcomes, relevant sales tools, and resources engaged in each step.

SPI has developed a comprehensive library of sales skill and competency definitions for a wide variety of selling roles. Using this library, SPI’s consultants can quickly and accurately tailor competency profiles to fit each role in a client’s sales organization.

SPI can then provide an online assessment to the client sales team. This survey gathers data to determine the degree that each sales professional has developed knowledge and ability to perform critical sales skills and competencies needed to succeed in their role.

This data can be used to develop tailored learning and development plans for the most critical selling competencies needed to achieve a client’s sales growth strategy.

SPI enables clients to adopt a Sales and Marketing Alignment methodology, a repeatable process for developing high-value messaging for practical use by both marketing and sales. The Sales and Marketing Alignment methodology consists of two parts: a solution messaging development process, leading to sales tool development.

Solution Messaging is a learnable, repeatable process that can be adopted by any marketing team. It enables marketers to accurately identify key buyer personas and their critical business issues and opportunities, prioritize the issues addressed by a solution, and develop strategic market messaging for positioning the value of a solution to prospective buyers.

A Sales Tool Build generates a tailored set of content that helps salespeople to sell the value of specific solutions to buyers. This set includes communications, plans, and templates that facilitate the successful execution of each step in a dynamic buyer-aligned sales process.

Many organizations invest heavily in customer relationship management (CRM) and supporting sales enablement applications to increase productivity. However, despite these investments, many users often resist using these applications, resulting in undesirable outcomes – and potentially, failed projects.

To address these adoption and usage challenges, SPI offers CRM Optimization, a service which aligns sales process and methodology with your CRM application. Our consultants work with you to understand your current CRM’s configuration and usage, and then recommend ways to ensure it is fully optimized for with your improved sales processes and methods.

SPI’s CRM Optimization provide a clear path to ensure your sales processes are successfully aligned with your CRM. We will provide a comprehensive plan to ensure your CRM is fully optimized to drive higher levels of usage, improve consistency in reporting, and increase the quality of opportunity reviews.

At your option, SPI consultants can conduct virtual or onsite meetings with individual sales managers to demonstrate an ideal sales opportunity review cadence meeting process, working on selected opportunities with your salespeople. These hour-long sessions enable managers to observe a model of effective review and coaching behavior, which they can then adopt and apply with their own team.

A coaching summary for each review session will be provided to sales managers to capture competitive strengths and vulnerabilities in selected sales opportunities, and to identify recommended actions and follow-up steps.

The end result is twofold: improved sales win rates in strategic “must win” sales opportunities, and more rapid adoption of effective sales coaching and development methods by sales managers.

Sales Process Design

With more than two decades of sales process development experience in hundreds of sales organizations, SPI has developed a proven methodology for rapidly and efficiently designing and documenting optimized sales process definitions for clients, called Sales Process Design. This may include the creation of multiple process variants, depending on the number and types of buyer constituencies served by the client organization.

The principal deliverables are sales process maps, showing the key selling steps aligned to buyers’ preferred purchase behaviors. These maps include definition of recommended sales activities, verifiable outcomes, relevant sales tools, and resources engaged in each step.

Sales Competency Assessment

SPI has developed a comprehensive library of sales skill and competency definitions for a wide variety of selling roles. Using this library, SPI’s consultants can quickly and accurately tailor competency profiles to fit each role in a client’s sales organization.

SPI can then provide an online assessment to the client sales team. This survey gathers data to determine the degree that each sales professional has developed knowledge and ability to perform critical sales skills and competencies needed to succeed in their role.

This data can be used to develop tailored learning and development plans for the most critical selling competencies needed to achieve a client’s sales growth strategy.

Sales & Marketing Alignment

SPI enables clients to adopt a Sales and Marketing Alignment methodology, a repeatable process for developing high-value messaging for practical use by both marketing and sales. The Sales and Marketing Alignment methodology consists of two parts: a solution messaging development process, leading to sales tool development.

Solution Messaging is a learnable, repeatable process that can be adopted by any marketing team. It enables marketers to accurately identify key buyer personas and their critical business issues and opportunities, prioritize the issues addressed by a solution, and develop strategic market messaging for positioning the value of a solution to prospective buyers.

A Sales Tool Build generates a tailored set of content that helps salespeople to sell the value of specific solutions to buyers. This set includes communications, plans, and templates that facilitate the successful execution of each step in a dynamic buyer-aligned sales process.

CRM Optimization

Many organizations invest heavily in customer relationship management (CRM) and supporting sales enablement applications to increase productivity. However, despite these investments, many users often resist using these applications, resulting in undesirable outcomes – and potentially, failed projects.

To address these adoption and usage challenges, SPI offers CRM Optimization, a service which aligns sales process and methodology with your CRM application. Our consultants work with you to understand your current CRM’s configuration and usage, and then recommend ways to ensure it is fully optimized for with your improved sales processes and methods.

SPI’s CRM Optimization provide a clear path to ensure your sales processes are successfully aligned with your CRM. We will provide a comprehensive plan to ensure your CRM is fully optimized to drive higher levels of usage, improve consistency in reporting, and increase the quality of opportunity reviews.

Opportunity Coaching

At your option, SPI consultants can conduct virtual or onsite meetings with individual sales managers to demonstrate an ideal sales opportunity review cadence meeting process, working on selected opportunities with your salespeople. These hour-long sessions enable managers to observe a model of effective review and coaching behavior, which they can then adopt and apply with their own team.

A coaching summary for each review session will be provided to sales managers to capture competitive strengths and vulnerabilities in selected sales opportunities, and to identify recommended actions and follow-up steps.

The end result is twofold: improved sales win rates in strategic “must win” sales opportunities, and more rapid adoption of effective sales coaching and development methods by sales managers.

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