Strategic Resource Solutions Group Services Overview


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Strategic Resource Solutions Group Services Overview

  1. 1. Strategic Resource Solutions Group Sales and Management Consulting Solutions for Staffing, Consulting and Professional Services Companies. "We position our clients to achieve their sales and profit goals."
  2. 2. <ul><li>A message from Larry O’Rourke </li></ul><ul><li>During the past twenty years, I have endeavored to better understand the very most important ingredients in a company's sales success. While working with both large and small staffing, consulting and professional services companies, I never found a single answer. Yet I believe I did uncover two important keys. There are a host of things that you have to do well every day. I am convinced that the most successful companies with which I have been involved have two things in common. They have a farsighted strategic plan that drives their sales planning and priorities, and they meet their goals with motivated, competent and productive salespeople. Both of these priorities may at first seem obvious. Even for remarkably competent and often visionary leaders and managers, they often find the tasks difficult to execute well. Without a strategic plan, it is hard to succeed in the long run. Without a complementary sales plan, it is almost impossible. Recruiting, training and retaining are big, full time jobs. At the same time, achievement and recognition is a key driver for the professional sales executive. It is clear, based on my experience, that properly motivating and rewarding efforts are the hallmark of stable, effective sales groups. I invite you to review our services and talk with us. We are skilled in positioning companies, large and small, to attain their sales and profit goals. If you think we could help you, or you would just like to know a little more, feel free to contact me by telephone or email. </li></ul>
  3. 3. <ul><li>Sales and Management Consulting Solutions for Staffing, Consulting and Professional Services Companies. </li></ul><ul><li>Sales Consultants For Profitable Sales Growth Sales consulting to small ,medium or start up staffing, consulting and professional services companies is our specialty. We improve our clients' sales productivity, performance, and profitability. Strategic Resource Solutions Group excels in sales consulting situations in which a company needs help with their sales processes, organization or structure. Sales planning and customizing sales planning processes are a major focus of our business. Sales Planning Is a Key To Sales Success We specialize in strategic planning for sales, as well as developing individual salesperson sales plans. In addition, our professional assistance to established or start up companies includes sales compensation plans and a complete sales analysis and review of your organization, as well as a host or other sales and marketing activities. Sales Plans and Sales Planning For Profits Sales success begins by addressing fundamentals. Once the basics of sales force organization and management practices are firmly anchored within your firm, we focus on individual sales plans for your sales personnel. Our work complements whatever selling system or concept you are currently using, or can help you choose an approach that best suits your sales culture. </li></ul>
  4. 4. <ul><li>Our approach </li></ul><ul><li>The diagram on the following slide gives you a sense of our focus. </li></ul><ul><li>We can demonstrate the importance of meaningful job descriptions, detailed salesperson responsibilities, and precise sales compensation and performance appraisal systems. The philosophy and actions by which we position our clients for success says to you, &quot;Let's make sure that you have the fundamentals covered before anything else.&quot; It embodies our belief that if the underpinnings of your sales organization are sound, you can set the stage for sales excellence year after year.&quot; </li></ul><ul><li>We believe that individual salesperson planning, developed and customized to reflect your own sales culture, is a major key to sales achievement. Sales Planning For Improved Profitability is our proven and effective approach. It ensures that each salesperson's business plan is aligned with your corporate goals, objectives and priorities. We work with you and your salespeople to develop a detailed blueprint for their own success, we support their efforts with solid reporting and communication systems, win/loss analysis, and effective proposal/quotation processes while giving you the feedback, information and data necessary to ensure they are on track to deliver you revenue and profitability objectives. </li></ul>
  5. 6. <ul><li>Our philosophy Sales organizations must focus on the basics of their sales processes and the viability of their sales structure. You should communicate clearly what you expect of your salespeople and ensure that their activity is fully coordinated with others in the company. The selling process must reflect precisely the company's overall strategic plan. Your entire company, in order to sell successfully, must meld together the various departments and key individuals in order to achieve its goals. Working a detailed sales plan at every level of the organization is a critical component of success. In order to realize your strategic objectives, they must filter down to the field level. Planning at the individual sales executive's level is essential, and should be totally compatible with the short and long term goals of the company. The sales process should be analyzed, defined, and agreed upon. The expectations and role of everyone in the organization should be clear, specific, and in writing. In an increasingly complex and competitive selling environment, the &quot;lone sales executive&quot; has become an anachronism. There is a critical need for sales support and training, and the total involvement of the company's resources in the team selling concept. If you agree with any of these points, then your view of effective selling is much like ours. We can probably be of real assistance to your company. </li></ul>
  6. 7. <ul><li>Why choose us? </li></ul><ul><li>We have more than 20 years of experience solidly grounded in the basics of field selling within the staffing, consulting and professional services arena. We offer practical and cost effective guidance in the intricate aspects of direct selling and sales management, as well as extensive knowledge in both sales support techniques and strategic selling training. We will position you to achieve your sales and profit goals. We help you sell by focusing on the core sales skills and tasks. We analyze your selling environment and uncover the fundamental steps you need to take to sell more business. We look at your people and their competencies with an eye toward developing programs specifically designed to achieve measurable sales increases. We work within the realities of your sales budget and seek to maximize the productivity of your sales group. We employ a common sense and methodical approach to the selling process. We don't look for the easy, quick fix. We understand that more salespeople and a larger sales overhead are not necessarily the answers to better productivity. We work to understand our client's current selling process and uncover the actions that will improve it immediately. We will ensure that it is compatible with your marketing and strategic plans. Planning is the major contributor to selling success and we help you implement plans that are specifically tailored to your business and industry. Our style is &quot;hands on.&quot; With sales fundamentals never far out of view, we work with every layer of our client's management team to uncover areas that need immediate improvement. We understand difficult selling environments and varied industries. Perhaps most importantly, we consult with a limited number of clients at any one time, thereby ensuring the client full attention and a commitment to success. </li></ul>
  7. 8. <ul><li>Who can we help? </li></ul><ul><li>We work with many types of staffing, consulting and professional services firms, large and small, established or in the start up phase. If your answer is yes to any of these questions, you will benefit in speaking with us. </li></ul><ul><li>Does your sales effort need to be focused, or re-focused, to reflect your company's overall goals? Could better planning enhance your closing ratios and help you target more profitable business? </li></ul><ul><li>Do you need to sell more business? Do you want your new business to be more profitable? </li></ul><ul><li>Do you want or need a more professional sales culture? </li></ul><ul><li>Do you believe that your sales process could better reflect your company's marketing plan? Is there a need for better sales support and training, and more involvement by your company's management team in the sales process? </li></ul><ul><li>Do you sometimes ask, &quot;We know our business pretty well and we are proud of what we can do, but we just don't seem to sell as much as we should? </li></ul><ul><li>If you would like to know more about our services, or have </li></ul><ul><li>questions about how we could help you, please email or telephone </li></ul><ul><li>us. </li></ul>
  8. 9. <ul><li>Who does the work? </li></ul><ul><li>Larry O’Rourke is President and Founder of the Strategic Resource Solutions Group. He has spent more than 20 years in direct selling, sales management and executive sales management roles. His career includes experience with both small and large, national professional services and management services firms with positions in sales, marketing and executive management. He has also managed regional and national sales organizations, sales training and supports programs, as well as developing and implementing innovative sales communication systems. O’Rourke holds a BS in Engineering from the College of New Jersey as well as an MBA from Monmouth University. A career sales professional, he has coupled his extensive sales experience and management skills with a firm understanding of the challenges facing sales organizations today. A problem solver, he combines this knowledge with a strong commitment to the fundamentals of relationship, solutions and consultative selling. A keen observer of the selling process, he has focused over the years on the need of each organization to define and refine the critical elements of its unique sales process, facilitate the effective use of team selling, and precisely communicate the standards and guidelines needed for sales success. He is an advocate of sales training and planning that targets the core sales skills needed for success. </li></ul>
  9. 10. <ul><li>Business Solicitation </li></ul><ul><li>Sales Analysis </li></ul><ul><li>Sales Planning </li></ul><ul><li>Sales Planning for Improved Profitability </li></ul><ul><li>Sales Compensation </li></ul><ul><li>Strategic Sales Planning </li></ul><ul><li>Performance Evaluation </li></ul><ul><li>Win/Loss Analysis </li></ul>
  10. 11. Your Sales Structure Sales Territory Alignment, Responsibility Assignment Job Descriptions and Duties - Inside/Outside Salespeople Compensation and Incentive Practices Performance Evaluation Procedures Sales Training - Inside and Outside Salespeople Salesperson Expense Management Sales Management Practices and Effectiveness Sales Leadership and Accountability Sales and Marketing Materials
  11. 12. Business Solicitation Prospect Qualifying Guidelines Market Data and Information Salesperson Business Planning Customer Relations Targeting and Solicitation Priorities Lead Generation Trade Show Standards and Procedures Direct Mail Solicitation Programs Prospecting Strategic Selling Relationship and Consultative Selling Sales Call Cost and Efficiency (ROI)
  12. 13. Communications With Prospects and Customers Proposal/Quote Development Win/Loss Analysis Fact Based Selling/Leveraging Successes Presentation Skills/Procedures/Training CRM System
  13. 14. Communications Within Your Company Corporate Sales Vision Sales &quot;Rules Of Engagement&quot; Standards, Guidelines and Policies Sales Reporting To Corporation Sales Reporting To Peers Team Selling and Coordination Team Selling - Management Participation
  14. 15. Please let us know how we can help you. Sales and Management Consulting Solutions for Sales Success Larry O’Rourke Strategic Resource Solutions Group 856.797.8948 [email_address]