Operations

Regular guidance is important to keeping a sales organization on track. Unfortunately, many smaller businesses manage their sales organization on an "as needed basis": pipelines are not reviewed regularly, opportunities are not evaluated, salespeople are not kept focused. Instead, only significant or troublesome situations are brought to management's attention. Unsurprisingly, using this approach and putting a sales force on autopilot greatly diminishes the likelihood of success.

Sales Management Services provides ongoing sales leadership for those businesses that want to establish accountability for sales results and keep their sales force on target.

Typical tasks we perform during this type of engagement include:

Lead regular sales meetings; regularly review sales pipeline, sales forecast, and sales productivity	Provide a forum to foster communication. Scrutinize the pipeline and forecast. Verify that agreed productivity goals are being met. Keep sales representatives focused and opportunities moving forward.
Coach salespeople on sales opportunities	Act as a sounding board for salespeople and offer tactical advice on current sales opportunities.
Advise corporate executive(s) on sales issues	Regularly interact with and provide feedback to corporate executive(s) on sales force issues (salespeople, hiring, sales opportunities, sales processes, customers, etc.).
Build skills of the sales staff	Identify individual and group sales skill gaps and provide appropriate coaching or training.
Implement special incentive programs	Create rewards to challenge and motivate the sales representatives as needed.
Coordinate internal resources	Assist members of the sales department in interacting with executive management and other departments.
Conduct performance reviews	Analyze salesperson productivity and performance on a long-term basis. Assess the strengths and weaknesses of each salesperson and create individualized action / development plans.