NINE MILE

Management Consulting

The Power of a High Performing Sales Team

Brar, H., Dhir, M., Elliott, G., & Tabak, P. November 2012

www.ninemileco.com
Copyright 2012. All Rights Reserved. The Nine Mile Management Consulting Group

Nine Mile Management Consulting Group The Power of a High-Performing Sales Team Sales Process Management & Workflow The core of any organizational structure is held together by the cultural glue and shared values that help steer corporate actions in the direction of a common initiative, also known as the vision of the company. Sales is a subset of the set of corporate activities that make up a company, but serves as the primary revenue driver. Most companies today still misunderstand the key driving forces, defining attributes, and technological requirements that catalyze sales activity. We've drawn upon case studies, personal consultative experience, and theoretical models with the intent of helping existing, and prospective clients grow sales, optimize salesrelated internal processes, and effectively recruit sales talent. Nine Mile Management Consultants examine each phase of the sales chain from sales talent acquisition to client retention, and provide fiduciary, human resources, IT, and re-engineering sub-activity recommendations to help your company cut costs, streamline internal processes, and save time. Sales Talent Acquisition Talent acquisition in the financial sector, engineering sector, and other such technical fields rely heavily upon specific HR ranking systems that score candidates based on a combination of work-related experience, as well as academic credentials. Sales talent acquisition, however, possesses no standardized selection regime. Instead, candidates are often selected haphazardly based on positively perceived behaviors, physical appearance, and other such biases. Since a sales group relies heavily on the art of persuasion and positive-manipulation, measuring such abilities in potential candidates can be noisy with no standardized or streamlined approach. However, recent advances in the development, and execution of HR qualitative measurement paradigms have contributed to advances in identifying and recruiting top sales people. The approach has evolved from building a simple heuristic candidate profile to identifying key psychological, performance, and goodness of fit into corporate culture-based metrics that help companies build sales teams in an unbiased and effective way.

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This paper is too brief to cover the scientific details, but it will allow you to understand how Nine Mile Management Consulting designs, develops, and executes HR strategies that focus on selecting and building sales teams that deliver quantifiable results for your company. The following figure outlines the Sales Talent Acquisition Process: Figure 1: Sales Talent Acquisition
Advertisement Construction Phone Interview Questions In-Person/Online Test Construction In-Person Interview

*In-person or online test construction uses built-in questions to measure psychological conditioning and in-field performance potential. *In-person interview activities further measure psychological conditioning and in-field performance potential. We use current cutting-edge HR methodologies to ensure that youre hiring top sales talent.

Sales Process Management Sales Process Management is concerned with managing the flow, distribution, and optimization of sales-related activities. By partitioning each function, and individually diagnosing value chain problems, institutions can strip away non-optimal activities and create productive pathways that produce organizational value from both macro and micro perspectives. Though intuitively quantitative in nature, sales process management is connected to productivity and other subactivities in a very qualitative way, from establishing customer satisfaction metrics to determining worker happiness measurements. At Nine Mile Management Consulting we develop and execute strategies that are technically and culturally focused, ensuring that your company delivers results that meet the needs of both your clients and workforce.

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Top Sales Talent

Nine Mile Management Consulting Group Some of our specializations include: Sales Pipeline Management: We can help you manage, and optimize the following phases: Lead Generation, Initial Communication, Fact Finding, Solution Development, Solution Proposal, Solution Evaluation, Negotiation, Purchase Orders, and Account Maintenance. Figure 1: Sales Opportunity Pipeline
Clients/Word-ofmouth Telesales/ Telemarketing Direct Mail Webinars

November, 2012 CRM & ERP Management Solutions: Centralization of sales workflow for quantitative and qualitative results.

streamlined

Sales Opportunity Management: Understanding how marketing, sales-support, and sales interact with one another to form a cohesive unit. Streamlining and creating a balance between each subactivity. Sales Cycle Management: Full understanding of the sales cycle through know your customer (KYC). Figure 2: Sales Cycle
Training & Development Closing Sales

Marketing

Advertising Internet Tradeshows

Team Meetings

Sales inquiries stored in centralized ERP/CRM System Territory & Acct Plans Sales

Communications

Build Awareness & Interest

Finance & Operations Product Management Marketing CRM

Sales Support

Access Levels & Details of Pain Points

Sales Associate & Management Training: Peak sales performance development. Remuneration & Incentive Plan Construction: To keep top performers performing at peak levels, an appropriate compensation plan needs to be in place. Corporate Culture Design & Management: Current strategies that will allow you to work on your business, and not in your business.

Quantify Opportunity

Sales

Sales Pipeline

Client Retention Strategies: How to retain clients and mitigate attrition.

Lead Generation: Get the edge and learn how to use inbound as well as current direct-marketing, and referral techniques to improve prospect numbers. How to turn those leads into viable long-term clients. In other words, we'll help you improve your retention numbers, and streamline all aspects of your sales chain.

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Nine Mile Management Consulting Group Our Consultants have a range of expertise in: Financial Performance Analysis Cash Flow Management Process Efficiencies Cost-Cutting Initiatives Sales Optimization & Growth Internal Process Re-Engineering Solutions CRM & ERP Technologies Visit www.ninemileco.com for further information about our services.

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