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The Power of a High-Performing Sales Team
Sales Process Management & Workflow
The core of any organizational structure is held togetherby the
cultural glue and shared values that help steer
corporate actions in the direction of a commoninitiative, also
known as the vision of the company.Sales is a subset of the set of
corporate activities thatmake up a company, but serves as the
primary revenuedriver.
Most companies today still misunderstand the keydriving forces,
defining attributes, and technologicalrequirements that catalyze
sales activity. We've drawnupon case studies, personal consultative
experience, andtheoretical models with the intent of helping
existing,and prospective clients grow sales, optimize sales-related
internal processes, and effectively recruit salestalent. Nine Mile
Management Consultants examineeach phase of the sales chain from
sales talentacquisition to client retention, and provide
fiduciary,human resources, IT, and re-engineering
sub-activityrecommendations to help your company cut
costs,streamline internal processes, and save time.
Sales Talent Acquisition
Talent acquisition in the financial sector, engineeringsector,
and other such technical fields rely heavily uponspecific HR
ranking systems that score candidates based
on a combination of work-related experience, as well asacademic
credentials.
Sales talent acquisition, however, possesses nostandardized
selection regime. Instead, candidates areoften selected haphazardly
based on positively perceivedbehaviors, physical appearance, and
other such biases.Since a sales group relies heavily on the art of
persuasionand positive-manipulation, measuring such abilities
inpotential candidates can be noisy with no standardizedor
streamlined approach.
However, recent advances in the development, andexecution of HR
qualitative measurement paradigmshave contributed to advances in
identifying andrecruiting top sales people. The approach has
evolvedfrom building a simple heuristic candidate profile
toidentifying key psychological, performance, andgoodness of fit
into corporate culture-based metrics thathelp companies build sales
teams in an unbiased andeffective way.
This paper is too brief to cover the scientific details, butit
will allow you to understand how Nine MileManagement Consulting
designs, develops, andexecutes HR strategies that focus on
selecting and
building sales teams that deliver quantifiable results foryour
company.
The following figure outlines the Sales Talent
AcquisitionProcess:
Figure 1: Sales Talent Acquisition
*In-person or online test construction uses built-in questions
tomeasure psychological conditioning and in-field
performancepotential.*In-person interview activities further
measure psychologicalconditioning and in-field performance
potential.We use current cutting-edge HR methodologies to ensure
thatyoure hiring top sales talent.
Sales Process Management
Sales Process Management is concerned with managingthe flow,
distribution, and optimization of sales-relatedactivities. By
partitioning each function, andindividually diagnosing value chain
problems,institutions can strip away non-optimal activities
andcreate productive pathways that produce organizational
value from both macro and micro perspectives.
Though intuitively quantitative in nature, sales
processmanagement is connected to productivity and other
sub-activities in a very qualitative way, from establishing
customer satisfaction metrics to determining workerhappiness
measurements. At Nine Mile ManagementConsulting we develop and
execute strategies that aretechnically and culturally focused,
ensuring that yourcompany delivers results that meet the needs of
both
your clients and workforce.
Advertisement Construction
Phone Interview Questions
In-Person/Online Test Construction
In-Person InterviewTopS
ales
Talent
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Some of our specializations include:
Sales Pipeline Management:We can help you manage, and optimize
the followingphases: Lead Generation, Initial Communication,
Fact
Finding, Solution Development, Solution Proposal,Solution
Evaluation, Negotiation, Purchase Orders, and
Account Maintenance.
Figure 1: Sales Opportunity Pipeline
Client Retention Strategies:How to retain clients and mitigate
attrition.
CRM & ERP Management Solutions:Centralization of sales
workflow for streamlinedquantitative and qualitative results.
Sales Opportunity Management:
Understanding how marketing, sales-support, and salesinteract
with one another to form a cohesive unit.Streamlining and creating
a balance between each sub-activity.
Sales Cycle Management:Full understanding of the sales cycle
through know yourcustomer(KYC).
Figure 2: Sales Cycle
Sales Associate & Management Training:Peak sales performance
development.
Remuneration & Incentive Plan Construction:To keep top
performers performing at peak levels, anappropriate compensation
plan needs to be in place.
Corporate Culture Design & Management:Current strategies
that will allow you to work on yourbusiness, and not in your
business.
Lead Generation:Get the edge and learn how to use inbound as
well ascurrent direct-marketing, and referral techniques toimprove
prospect numbers. How to turn those leadsinto viable long-term
clients. In other words, we'll help
you improve your retention numbers, and streamline allaspects of
your sales chain.
Quantify Opportunity
Access Levels & Details of Pain
Points
Build Awareness & Interest
Sales inquiries stored in
centralized ERP/CRM System
Telesales/
Telemarketing
Direct
Mail
InternetTradeshows
Webinars
Advertising
Clients/Word-of-
mouth
Sales
Pipeline
Marketing
SalesSupport
Sales
Sales
Training &
Development TeamMeetings
Communic-
ations
Finance &
Operations
Marketing
CRM
Product
Management
Territory &
Acct Plans
Closing Sales
