Board of Directors
While you advise and coach business leaders we take care of sales process management
We provide your Board of Directors with services that show their company leaders “how to” ensure that their sales team executes with precision – – effectively, efficiently & predictably
Sales Team Audits
Sales Managers Audit
Cross-Selling
Sales Council
Candidate Interviews
Interim Executives
The Challenge Faced by Board Members
Understanding and Managing The Risk Associated With Sales Process
While board members provide great market, financial, and operations expertise, more often than not little attention is paid to sales operating processes and sales execution.
We partner with board members to fill this void by providing sales strategy, sales execution, and sales evaluation services. We use the Chief Sales Leader Framework™ and Road Map™. We serve board members during due diligence and post-merger integration, .
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 sales team to execute with precision – – effectively, efficiently & predictably
Services That We Provide To Your Board of Directors
Board of Directors
Sales Team Execution
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.
Select from three options to meet your time, company culture and cost requirements for driving sales execution:
- 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
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
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.
You will receive a report outlining strengths and weaknesses, priority improvement areas and recommendations for immediate next steps to fuel post-merger revenue growth
Sales Manager Assessment
We use The Chief Sales Leader Framework™ to assess the level of knowledge, skills, experience, and behaviors that each sales manager has with 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
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.
You will receive a report outlining strengths and weaknesses, priority improvement areas and recommendations for each sales manager.
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
Interim Sales Support Manager
Chief Sales Leader™ Interim Sales Support Managers bring best practices, tools, experience and an extra set of hands to help you merge:
- 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