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Brief overview of The Sales Matrix\'s services, case studies, and testimonials.

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  1. 1. Building Better Sales Forces
  2. 2. Agenda <ul><li>The Sales Matrix </li></ul><ul><ul><li>What we do </li></ul></ul><ul><ul><ul><li>The Strategy </li></ul></ul></ul><ul><ul><ul><li>The People </li></ul></ul></ul><ul><ul><ul><li>The Training </li></ul></ul></ul><ul><ul><ul><li>The Reinforcement </li></ul></ul></ul><ul><ul><li>Who we do it for </li></ul></ul><ul><ul><li>Our Team </li></ul></ul><ul><ul><li>Client results </li></ul></ul><ul><li>Select Case Studies </li></ul><ul><li>Some Client References </li></ul>
  3. 3. <ul><li>The Sales Matrix is a sales consulting company that will increase your </li></ul><ul><li>client company’s revenue by building a stronger sales force. </li></ul><ul><li>The Sales Matrix team will do this by: </li></ul><ul><li>Developing the proper sales strategy </li></ul><ul><ul><li>Staffing the sales force with the right people </li></ul></ul><ul><ul><li>Customizing and facilitating a sales force training program </li></ul></ul><ul><ul><li>Designing and implementing a sales reinforcement program </li></ul></ul><ul><li>We know the keys to long-term sales performance increases and are </li></ul><ul><li>uniquely qualified to maximize all the components of any successful sales program. </li></ul>What we do
  4. 4. <ul><li>How well do you know your market? </li></ul><ul><li>How well do you know your competitors? </li></ul><ul><li>How well does your sales strategy align with your market? </li></ul><ul><li>These are important questions that The Sales Matrix will help you to answer. We will conduct interviews with current customers, former customers, future customers, existing staff, and competitors in order to evaluate your market and your existing sales and marketing plan. When this phase is completed, we will determine the sales strategy that will yield the highest return for your company. </li></ul><ul><li>Through proper sales force alignment, The Sales Matrix has achieved results such as: </li></ul><ul><ul><li>100% sales productivity increases without sacrificing margins or incentives </li></ul></ul><ul><ul><li>30% increases in average revenue per sale with current product and service offerings </li></ul></ul><ul><ul><li>25% sales representative close ratio increases </li></ul></ul>The Strategy
  5. 5. <ul><li>A strong sales force is built with the right people. The Sales Matrix </li></ul><ul><li>team will conduct formal and informal interviews, develop proper </li></ul><ul><li>roles and responsibilities, and use personality profiles to determine </li></ul><ul><li>the right people for the job. Or, we can provide your sourcing </li></ul><ul><li>staff with a proven recruiting program. Whatever it takes to put the </li></ul><ul><li>right people in place, The Sales Matrix team can help. </li></ul><ul><li>The Sales Matrix clients have seen staffing results such as: </li></ul><ul><li>100% increase in staff while driving down turnover and maximizing retention </li></ul><ul><ul><li>80% reduction in interviewing time </li></ul></ul><ul><ul><li>100% decrease in new hire ramp time </li></ul></ul>The People
  6. 6. <ul><li>The Sales Matrix team offers customized sales training programs by aligning </li></ul><ul><li>your sales strategy, your sales staff, and the products/services </li></ul><ul><li>you offer. To maximize time and resources, The Sales Matrix </li></ul><ul><li>utilizes unique training techniques such as: </li></ul><ul><ul><li>“ Build-as-we-go” interactive classroom training </li></ul></ul><ul><ul><li>Breakout group exercises </li></ul></ul><ul><ul><li>Role-plays and video </li></ul></ul><ul><ul><li>Real-life field application </li></ul></ul><ul><ul><li>Customer and prospect feedback </li></ul></ul><ul><ul><li>Competitive feedback </li></ul></ul><ul><ul><li>Market data </li></ul></ul><ul><ul><li>Personal action plans </li></ul></ul><ul><ul><li>Sales tool development </li></ul></ul>The Training
  7. 7. The Sales Matrix team offers a field reinforcement program that strengthens the classroom sales training. Using our “live training” technique, we will accompany your sales representatives on their sales calls in order to coach and observe them in their use of sales model training techniques. Often, The Sales Matrix team will actually conduct the sales calls in order to model sales training techniques. This reinforcement program achieves and sustains long-term sales representative ASP (Average Sales Productivity) increases through the alignment of core sales components: strategy, people, and training. The Sales Matrix team will build stronger sales for your company through our hands-on, interactive sales reinforcement program. The Reinforcement
  8. 8. <ul><li>Building Products Industry </li></ul><ul><li>Precision Machined Parts Industry </li></ul><ul><li>Manufacturing Supplies Industry </li></ul><ul><li>Manufacturing Machinery Industry </li></ul><ul><li>Manufacturing </li></ul><ul><li>Tool and Die Industry </li></ul><ul><li>Food and Beverage Industry </li></ul><ul><li>Software Industry </li></ul><ul><li>Engineering Industry </li></ul><ul><li>Life Safety Industry </li></ul><ul><li>Business Services Industry </li></ul><ul><li>Accounting Industry </li></ul><ul><li>Disaster Recovery Services Industry </li></ul><ul><li>Control Systems Integrator Industry </li></ul><ul><li>More… </li></ul>Who we do it for
  9. 9. Our Team <ul><li>Brian Nixon helped found The Sales Matrix, Inc. in 2001 with a goal of utilizing his extensive experience working </li></ul><ul><li>in Corporate America to help clients improve sales and increase profits. While working for Fortune 500 companies </li></ul><ul><li>Brian received numerous awards for outstanding sales and management results, spanning a career of many years. His </li></ul><ul><li>reputation was built on turning low producing territories and offices into top achieving sales teams. </li></ul><ul><li>  </li></ul><ul><li>Daniel J. Kropchak helped found The Sales Matrix, Inc. a sales consulting firm designed to assist small to medium size </li></ul><ul><li>businesses in developing the proper sales strategy, hire the right sales people, train the right sales skills and properly </li></ul><ul><li>manage the sales program long-term.  The Sales Matrix has achieved success with every client engaged to date – a </li></ul><ul><li>statistic that Daniel is very proud of and strives to maintain. </li></ul><ul><li>  </li></ul><ul><li>David Benjamin began his career in the Social Work industry and has always had a passion for working with </li></ul><ul><li>professionals and clients alike.  Most recent recruiting clients include: Fortune 500 companies, multi-billion dollar </li></ul><ul><li>Financial Institutions as well as some of the largest hospital networks in the country.  Most recently David has been </li></ul><ul><li>helping small to medium-sized companies with their staffing needs and takes great pride in finding the right ‘fit” for </li></ul><ul><li>both his clients and his candidates. </li></ul><ul><li>  </li></ul><ul><li>Karen Jackson is the principal consultant for the Human Resource Consulting services of The Sales Matrix. She will </li></ul><ul><li>provide Human Resource leadership and support to clients on such issues as Compensation and Benefits, Compliance, </li></ul><ul><li>Employment, Employee Relations, Health and Safety, Organizational Effectiveness, Professional Development and </li></ul><ul><li>Training and Other General Management areas. </li></ul><ul><li>  </li></ul>
  10. 10. <ul><li>Since The Sales Matrix inception nearly six years ago, The Sales Matrix has helped every client increase its sales. </li></ul><ul><li>More specific results… </li></ul><ul><li>40% sales revenue increases without sacrificing margin or increasing incentives </li></ul><ul><li>25% increase in corporate close rates while also improving customer retention </li></ul><ul><li>30% increases in average revenue per sale with current product and service </li></ul><ul><li>100% increase in staff while driving down turnover and maximizing retention </li></ul><ul><li>10% increase in margin dollars per sale </li></ul><ul><li>80% reduction in time needed to recruit, interview and hire the right people </li></ul><ul><li>90% decrease in new hire ramp time </li></ul><ul><li>50% increases in sales staff activity </li></ul>Client results
  11. 11. Bay Shore Home Sales RHP A property management company was faced with a decline in occupancy percentages throughout its manufactured home communities throughout the United States and wanted to provide their sales people with a formalized training program customized to their industry. Belmont Equipment & Technologies   Belmont Equipment & Technologies a 45 year old machine tool and EDM supply company partners with The Sales Matrix to design and implement a custom sales training and reinforcement program. Control Systems Integrators (CSI)   Control Systems Integrators (CSI) an 11 year old controls engineering company faced three years of declining sales and hired The Sales Matrix to design a new go-to-market strategy, hire sales representatives and design a custom sales training program. Fresh Roasted Almond Company   Fresh Roasted Almond Company was looking to grow its national exposure through the use of independent sales representative firms calling on national grocery stores and needed assistance in designing and formalizing this new strategy. Milan Screw Products  Milan Screw Products (MSP) a second generation screw machine company has faced five years of declining sales in their business due to the overseas outsourcing to China and other Asia Pacific countries. They enlisted the help of The Sales Matrix to design and implement a custom sales training program. Monthly Shoppers   Monthly Shoppers - In 2007 after three years of massively declining sales and profits and increasing levels of debt, ownership called in the training firm it decided not to use four years earlier to see if it could help reverse the slide that occurred. Mortimer Lumber  Mortimer Lumber Company a third generation lumber yard with four locations had faced three years of declining sales in the retail lumber market and were referred to The Sales Matrix to help design and implement a custom sales training and reinforcement program. Select Case Studies
  12. 12. National Time & Signal Corporation   National Time & Signal Corporation, a third generation manufacturing firm engaged in the planning for the transition to retirement of the third generation of ownership and management faced significant marketplace events that threatened the past business model as well as the retirement planning. They teamed up with The Sales Matrix to re-tool and re-focus their sales force to overcome these changes to their market. Solution Recovery Services, Inc. (SRS)  SRS is a company made up of highly intelligent and well educated engineering talent with a product that is highly technical and difficult to sell proactively. So SRS enlisted the help of The Sales Matrix to design a sales process and training program that would appeal to the engineering makeup of the staff. TSM Company TSM - a 25 year old manufacturing company was considering entering new markets as 90% of its sales revenue came from the automotive market. The company had an amazing sales history with increases upwards of 500% at the time, however, due to concern relative to overseas competition, wanted to diversify its customer base. USI UWW A successful fluid purification company operating in Michigan and Ohio decided to merge with SRS a centrifuge manufacturer out of Michigan to form USI. Due to the importance of a successful merger of two different cultures, they hired The Sales Matrix to design a singular strategy and training program that would help bring the two organizations together. United Waste Water UWW A successful fluid purification company operating in Ohio was struggling with the commoditization of it’s services. They enlisted the help of The Sales Matrix to develop a training program that would help the sales representatives sell in such a way as to build value in the relationship and separate themselves from their competitors who fell into the all too common commodity trap. RCM Tool RCM – a 12 year old die manufacturer, had experienced stagnant revenue growth for nearly a decade. This occurred while the Tool and Die Industry was becoming increasingly more competitive within the United States, this created by fewer opportunities and the influx of foreign competition. The Sales Matrix was hired to build and implement a proactive sales program. Select Case Studies And many more…
  13. 13. <ul><li>Belmont Equipment & Technologies  </li></ul><ul><li>Control Systems Integrators, Inc.  </li></ul><ul><li>Milan Screw Products  </li></ul><ul><li>Mortimer Lumber  </li></ul><ul><li>RCM Tool  </li></ul><ul><li>USI </li></ul><ul><li>SunGlo Restoration Services </li></ul><ul><li>Bytec </li></ul><ul><li>United Parcel Service </li></ul><ul><li>SRS </li></ul><ul><li>UWW </li></ul><ul><li>National Time and Signal </li></ul><ul><li>Any many more… </li></ul>Client References