Investor Partners
While you take care of client financing and strategy we take care of sales process management
We provide our Investor Partners with services that show their portfolio companies “how to” ensure that their sales team executes with precision – – effectively, efficiently & predictably
The Challenge Faced by Investors
Understanding and Managing The Risk Associated With Sales Process
While investors provide valuable funding, services, and expertise to their portfolio companies, more often than not little attention is paid to their sales process and sales execution.
We partner with investors to fill this void by providing you with interim executives for post-merger integration of sales teams, sales team audits during due diligence and post-merger, assessments of sales managers, job candidate interviews for Chief Sales Executives, and “how to” training for cross-selling.
Our sole purpose is to show people “how to” build, manage, improve, restructure, and merge sales teams.
We Use The Chief Sales Leader Framework™
To make it easy for your portfolio companies to manage the three (3) strategic and twelve (12) operating sales processes that enable a
Services That We Provide To Investors
Investor Partners
Merger Integration For Sales Teams
We provide you with step-by-step instructions for assessing, merging and improving the 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
Merger Cross-selling Strategy & Tools
Chief Sales Leaders™ show you how to get one or both sales teams cross-selling within days of completing the transaction. We address the core issue of speeding knowledge transfer of product, service and pricing information to front-line salespeople. While senior management focuses on strategic and structural integration Chief Sales Leaders™ bring:
- Best practices for cross-selling post-merger
- Checklists for assessing your cross-selling sales call approach and presentation
- Step-by-step instructions for building, piloting and deploying your cross-selling sales call approach
- Assessments for sales managers and salespeople cross-selling expertise
- Sales management practices to embed your cross-selling sales call approach
M&A Sales Team Audit
We use The Chief Sales Leader Framework™ to assess the level of precision – – effectiveness, efficiency, and predictability – – that each sales team is executing the three (3) strategic and twelve (12) operating sales processes with, including:
- Sales Strategy – – forecast, plan, organize structure and culture
- Sales Execution – – procedures, technology, knowledge, and people
- Sales Evaluation – – measure, analyze, report and improve
We ask investors, executives, managers, and salespeople to complete an online assessment. We also conduct interviews and focus groups in addition to document reviews of each sales team.
M&A 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.
M&A Interim Chief Sales Leader™
Chief Sales Leader™ Interim Executives bring best practices, tools, and experience to lead the post-merger integration of your sales teams. We use The Chief Sales Leader™ Road Map to assess, prioritize and merge the three (3) strategic and twelve (12) operating sales processes, including:
- Sales Strategy – – forecast, plan, organize structure and culture
- Sales Execution – – procedures, technology, knowledge, and people
- Sales Evaluation – – measure, analyze, report and improve
M&A Interim Sales Support Manager
- Sales presentation and knowledge management
- Lead generation and sales appointment setting
- Hiring and onboarding sales people
- Sales compensation administration
- Sales policy and procedures
- Sales pipeline forecasting
- Pricing, proposal and contract manager