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Sales Performance Consultants, Inc., enables your senior marketing, sales, and service executives to manage based on facts and data about your company's production of leads, opportunities, and deals.
We do not deliver off-the-rack "one-size-fits-all" content or processes to you. Instead, we enable your leaders and teams to identify the facts that reveal the process improvements your company requires and then provide the help your people need to implement those changes and achieve measurable results within 90 days. One way we do this is by cultivating the strong support of the field sales team while applying broad but specific expertise to sales problems.
While some consultants bring content expertise and others bring process expertise, Sales Performance Consultants, Inc., brings both to your challenges:
Content Expertise:
- Detailed framework for managing and measuring value added in sales, marketing, and servicing
- Customized sales training and negotiating programs
- Direct and Internet marketing lead generation techniques and services
- IT, measurement,and statistical expertise
- Systematic analysis of business and functional requirements
Process Expertise:
- Proven techniques for researching what customers value
- Effective methods of designing sales processes
- Sophisticated coaching and consulting techniques
- Specific organizational development methodologies and training approaches
Most of our work takes place in the context of designing and measuring the productivity of processes for finding, winning, and keeping more of the right customers for you, at higher margins and lower costs.
Can We Help You?
If you are a $20 million to $400 million company or division that serves businesses with more than one point of contact, and your senior management team has a business philosophy compatible with Lean or Six Sigma, you will likely achieve dramatic gains in revenue growth, predictability, and in margin by working with us.
The primary benefit of engaging with Sales Performance Consultants is the clarity of purpose, culture of accountability, lack of frustration, and motivation to succeed that comes from managing based on facts and data rather than personalities and opinions.
The SPC consulting team has an exceptionally broad business-to-business sales and marketing background in manufacturing (metals, mining, chemicals, machines, paper and printing, medical devices, agriculture and food production), technology (electronics, control systems, and software), and services (engineering services, management consulting, training and development). In addition, Sales Performance Consultants has worked extensively in or managed direct sales organizations, market distribution channels, and Internet marketing.
Typically, Sales Performance Consultants has not worked with business-to-consumer organizations, such as retailers or manufacturers of consumer products, or with traditional professional services organizations, such as accounting firms, law practices, or medical practitioners. We also do not typically work with universities or government agencies (with rare exceptions).
What Is an Engagement with Sales Performance Consultants Like?
Your engagement begins by our working together to help your senior team identify the available facts and perspectives of key executives and customers. This foundation enables your team to participate in a motivating "Executive Decisions Workshop" in which the problems are clarified and a proper framework is established for your organization's sales process.
Your team then works through a gap-analysis to identify potential improvements. Then they systematically prioritize the improvements that provide the highest gain for the least amount of investment and risk. Projects are selected by team members based on their ability to generate a measurable improvement in results within 90 days, (often, but not always) with the help of our team.
The next phase of the engagement involves full-force project-based initiatives that aim to achieve those improvements in time for a formal "Report-Out" meeting with the senior management team within approximately 90 days.
During this important meeting, your managers (who have led these projects) report on their achievements and the lessons learned. They also provide compelling evidence for recommendations to expand or shift the focus of their initiatives. Because they implemented the improvements, they are better able to carry forward what they have learned for the betterment of your organization.
Because of the intensive nature of these engagements, the SPC team works with only a small number of retainer-based clients at a given time. Engagements typically last 4 to 6 months. Retainers range from five thousand dollars monthly (with additional fee-based projects) to five or six figures (with all project work included).
All products and services of Sales Performance Consultants, Inc., (except time and material work) are provided on a 100% satisfaction guarantee basis. If you are unhappy with our services for any reason whatever, you are entitled to adjust the fee however you see fit.
Are You Ready Now?
Whether you are considering an engagement or waiting for us to finish with an existing client, you may want to consider some of our information products. Sales Performance Consultants has put extensive effort into developing its methods and documenting them to help you learn more about our approaches and move your organization forward on your own.
We highly recommend that you consider trying one or more of these products prior to contacting us to discuss your business needs.
How to Engage Sales Performance Consultants, Inc.
Due to an intensive project schedule, Michael and his team are usually booked 4 to 6 weeks in advance.
If you would like to talk with someone on Michael's team directly to discuss your business needs, please contact us with the following information:
- Your name, company name, and your title
- The number of sales, marketing, and service people in your organization
- Your annual revenues
- The product or service you provide
- A description of the primary problem you want to solve
- A brief explanation for why this problem needs to be solved now
You can call in or fax your request to (800) 292-5073 (the automated attendant will take the fax as well as a voice mail). Alternatively, you may send an email to inquiry@salesperformance.com.
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