How Do CEO’s Use Chief Sales Leader™?
While CEO’s focus on their company we take care of the sales team, managers, and people
We help CEO’s build, improve, and merge sales teams. We ensures that their sales managers and salespeople can execute with precision – – effectively, efficiently, and predictably.
CEO’s As Partners
Why Do Sales Teams Fail?
- Time pressure to generate immediate revenue results causes them to cut corners
- Inability to quickly transfer product, service, pricing and other technical knowledge to sales managers and people
- Management lacks expertise in sales and sales management methods, techniques, and tools
- Unrealistic expectations that sales managers can: make sales calls, hire and manage salespeople, deploy sales technology, manage office space, and build sales strategy and forecasts
- Incomplete and/or conflicting procedures, information, policies, and guidelines
- Inability to sift through “the blizzard” of expert advice from key advisers i.e. CEO’s, owners, investors, bankers, accountants, lawyers, family and friends
We Use The Chief Sales Leader Framework™
To make it easy for you to understand and manage the three (3) strategic and twelve (12) operating sales processes that enable a sales team to execute with precision – – effectively, efficiently, and predictably
Services That We Provide To CEO’s
Sales Team Audit
We use The Chief Sales Leader Framework™ to assess the level of precision – – effectiveness, efficiency,
- Sales Strategy – – forecast, plan, organize structure and culture
- Sales Execution – – procedures, technology, knowledge, and people
- Sales Evaluation – – measure, analyze, report and improve
We ask executives, managers, and salespeople to complete an online assessment. We also conduct interviews and focus groups in addition to document reviews.
Sales Manager Assessment
We use The Chief Sales Leader Framework™™ to assess the level of knowledge, skills, experience,
- Sales Strategy – – forecast, plan, organize structure, and culture
- Sales Execution – – procedures, technology, knowledge, and people
- Sales Evaluation – – measure, analyze, report, and improve
Each manager completes an online self-assessment. We ask their direct reports and peers to complete the same assessment to gain a 360-degree perspective. We conduct interviews with each sales manager and focus groups with their direct reports and peers to gain further clarity. We also conduct a document review of each managers performance reviews, compensation history, and resumes – – including a social media review.
Human Resource Professionals do a great job of screening and assessing sales leadership and management job candidates for their culture fit, industry knowledge and product/service knowledge.
- Online assessment of job candidate process skills and experience
- Interview job candidate to clarify process skills and experience
- Summary report of process strengths and weaknesses
- Process career development recommendations
Sales Strategy Workshops
We facilitate sales strategy workshops that result in clear goals, measures and step-by-step implementation instructions for all three (3) strategic and twelve (12) operating sales processes that enable sales teams to execute with precision – – effectively, efficiently and predictably.
- Assessment questionnaires, interviews, and focus groups that gauge the level of alignment that executives, managers
and salespeople have on the elements of sales strategy, - Facilitation of a workshop to build alignment and agreement on the elements of sales strategy.
- Sales Strategic Plan document that captures the elements of sales strategy
- Cascading of sales strategy alignment to each sub-department with your sales team
Sales Process Improvement Projects
We facilitate sales process improvement projects workshops in all three (3) strategic and twelve (12) operating sales processes that enable sales teams to execute with precision – – effectively, efficiently, and predictably.
- Methodical Approach – – to keep time, cost and risk low by working on one of the twelve (12) operating processes at a time
- Expedited Approach – – to speed implementation by simultaneosly working on three (3) of the operating prices at once
- Custom Approach – – to meet your unique situation
Interim Chief Sales Leader™
Chief Sales Leader™ Interim Executives bring best practices, tools, and experience to build, improve or merge sales teams. We
- Sales Strategy – – forecast, plan, organize structure and culture
- Sales Execution – – procedures, technology, knowledge, and people
- Sales Evaluation – – measure, analyze, report and improve
Interim Sales Support Manager
- Sales presentation and knowledge management
- Lead generation and sales appointment setting
- Hiring and onboarding salespeople
- Sales compensation administration
- Sales policy and procedures
- Sales pipeline forecasting
- Pricing, proposal and contract manager