The Need is Clear
Sales is the Achilles heel of most organizations. CEOs seem to be on a constant search to find best practices to grow revenue. Your VP of Sales & CMO should carry the weight of revenue growth strategy and execution, but may be getting caught up in the day to day and not able to grow revenue… or maybe you aren’t big enough yet for a full-time VP of Sales or CMO.
The Solution Works
Our firm acts as fractional VPs of Sales, Sales Ops, & CMOs who work for you on a 6-12 month contract to rebuild your sales & marketing department. We focus on 3 core areas, BUILD + HIRE + DRIVE. We rebuild your infrastructure, recruit top talent, and drive profitable revenue growth with in-the-field sales coaching and training.
Behavior Drives Results
We focus on the behavioral quotient of behavioral intelligence (BQ) and how it drives sales team performance. BQ is about consistent effective execution and performance. Our Sales BQ® VPs of Sales & CMOs focus on eliminating everything that could negatively impact your sales team’s BQ. We build a new high-performing sales culture of motivation, accountability, coaching, and execution.
We Build Your Sales Infrastructure.
In the BUILD phase, we observe & shadow your current sales approach. We look at how every department plays a role (finance, marketing, operations, technology) and how each team member performs. We document all processes, highlight what’s working great, make recommendations, and produce a comprehensive sales playbook, identify the types of sales roles needed to create a sales engine, develop or enhance comp plans, and create sales activity plans with both leading and lagging indicators.
Sales rep comp plans
Territories / verticals / market segments
Rep roles / responsibilities
Rep quotas / goals / metrics
Ideal prospect-buyer personas
Sales activity plan with metrics
Approach for profiling accounts
Prospecting / lead gen strategy
Custom needs analysis questions
Proven approach for sales demos
Pre & post-call templates
Visual sales process flow map with key selling stages
A referral solicitation strategy
Criteria for CRM / tracking tool
Proven step by step sales methodology with your value messaging and call scripts
A gorgeous, custom Sales Playbook!
We Hire the Best People for the Job.
In the HIRE phase, we know exactly what types of roles you need to build a profitable revenue engine. We develop a matrix to define your ideal candidate profiles with characteristics, experience set, and skills to be successful. We build job descriptions, job ads, and source top sales, marketing, and customer success talent.
We phone screen your qualified candidates, interview them in-person following our proven RPAC interview methodology, and provide guidance in making hiring decisions.
Once hired, we assist in developing a 90 day on-boarding plan which includes individualized high-impact immersion training and coaching.
We DRIVE Growth Through Immersion Learning.
For the DRIVE phase, we believe in immersion learning over time, accomplished by both classroom and in-the-field sales coaching and training… not an all-day butts-in-seats forgettable event.
We benchmark your reps on the entire sales process – we identify the behaviors, style, and sales techniques that help and hinder their success. We record (video & audio) prospecting calls, full sales meetings, and review outbound messaging approaches. We provide feedback, typically 15-20 “coachable moments” per 30 minutes of film and a graded scorecard, based on key metrics. This creates awareness that allows room for change!
Our immersion learning experience creates high-growth sales results by aligning learning with immediate practice. We know you don’t have time for the accountability piece – We Do! Let us takeover the weekly cadence, debrief calls, and hold your reps accountable to high-growth sales results! We coach, train, and manage your sales reps in the classroom and in the field! We provide weekly updates, scorecards, and progress reports.
Learn more about our sales training curriculum.
The Difference is in the Accountability.
Transparency. Accountability. No Arguments; Just Results. We record your team’s live sales calls. We provide conversation insights, transcribe the calls, log 15-20 coachable moments of valuable feedback to help them drive immediate results, and score each call on a custom built scorecard specific to your reps individual learning and development plan.
The awareness created is critically important to each rep understanding how they “show up” to the call. We give them alternate talk tracks, point out where they misunderstood the prospect’s questions, highlight where they need to ask more questions and where they can strategically enhance the quality of the call, i.e. point out the perfect spot in the call where they could have asked for budget, timeline, and other closing questions. We call out filler words and useless terms and allow the reps to self-diagnose where they can improve! Buy-in makes a difference in their ability to adopt and implement the feedback.