PEAK Sales Consulting, LLC                               Leading Sales Teams                                    to Success...
Why Work With An Outside Consultant?  Industry Experience and Wisdom  An Outside Perspective  Unbiased Views  Not Politica...
Who We Are Over 30 Years in the High-Tech Industry Over 8 Years working for CRM/SFA Vendors  –   Including SalesLogix & Go...
What We Do Develop Effective Sales Processes Establish Cohesive Lead Flow Systems Enhance Workflow Between Various Departm...
Areas Of Focus
Key Market Issues  Sales Cycles Are Much Longer Than Expected  More Leads Are Required To Close Sales  Longer Learning Cur...
What Sales Reps Need To Succeed    Communicate Job Performance Expectations    Remove Customer Service Obstacles    Provid...
What To Consider              Assume the Sales Organization               Already Knows How To Sell: New Product Training ...
Approach    Sales                                            Rollout    Audit    Plan    Implement   Measure   Correct
Audit  Develop A Team  1. Upper Management Team (Client)  2. Independent, Experienced, Un-Biased Party (Consultant)  3. Gr...
Audit  Series of Meetings (In Person, Phone) With Auditees  Requires Access To Work Area And People  Must Have Secured Acc...
Building Without A Plan     What You Wanted      What You Got!
- Outbound  Lit Kit                               - Scripts                               - Data Gathering                ...
Plan Establish Goals  –   Improve Sales Productivity  –   Improve Customer Satisfaction  –   Improve Employee Satisfaction...
Process Flow                             Closing                 Ordering               Trouble Shoot Customer            ...
Sales Process Improvement Examples  Redesign Sales Territory  Redesign Sales Training Procedure  Redesign Sales Demo Tool ...
Responsibilities – Sales Management  Clear Away Obstacles  Recognize & Reward the Contributions of Sales Personnel  Provid...
Responsibilities – Sales Personnel   Develop Deep Understanding of   Customer’s Business   Match YOUR Capabilities With th...
Sales Process – Sample Activities      Prospecting Leads      Qualify Best Prospects      Meet With Decision Makers      I...
Sales Training    Training on Best Practices    Training on New Processes    Sales Training Using the PEAK Sales    Proces...
Why Use Sales Technology (CRM)    Automate New Processes    –   Streamline the System    Increase Productivity    –   Redu...
Life-Time Relationships
PEAK Sales Consulting, LLC                               Helping Businesses                                Acquire & Retai...
Peak Corporate Presentation
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Peak Corporate Presentation

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An overview presentation on PEAK Sales Consulting, why use a consulting firm, what we offer and how we do it. We are a Sales & CRM Consultancy firm.

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Peak Corporate Presentation

  1. 1. PEAK Sales Consulting, LLC Leading Sales Teams to Success Russ Lombardo President (919)559-2395russ@peaksalesconsulting.comwww.peaksalesconsulting.com
  2. 2. Why Work With An Outside Consultant? Industry Experience and Wisdom An Outside Perspective Unbiased Views Not Politically Motivated Think Outside The Box Teach How To Fish, Not Just Give You A Fish – Transfer of Knowledge
  3. 3. Who We Are Over 30 Years in the High-Tech Industry Over 8 Years working for CRM/SFA Vendors – Including SalesLogix & GoldMine Software Former National Sales Director for GoldMine Intimate Knowledge of VAR Channel Experience With Hundreds of End-User CRM Designs and Implementations Personally Designed and Implemented CRM Solutions for Internal Use With Vendors Author of “CRM For The Common Man” and “CyberSelling” Experienced Sales Executive Who Relates to Real-Life Selling
  4. 4. What We Do Develop Effective Sales Processes Establish Cohesive Lead Flow Systems Enhance Workflow Between Various Departments (Marketing, Sales, Support) Provide Customer Information & Knowledge Throughout Your Organization Deliver Sales Training Courses (on-site & web-based) Sales Coaching Conference/Event Speaker Help Sales Executives Exceed Their Goals
  5. 5. Areas Of Focus
  6. 6. Key Market Issues Sales Cycles Are Much Longer Than Expected More Leads Are Required To Close Sales Longer Learning Curves For New Sales Reps Productive Selling Time is Decreasing Accurate Forecasts Are Hard to Develop Collecting and Organizing Sales Information Wastes Enormous Amounts of Time
  7. 7. What Sales Reps Need To Succeed Communicate Job Performance Expectations Remove Customer Service Obstacles Provide Sufficient Technical Support Provide Sufficient Competitive Information Develop Selling Skills Provide Product Knowledge Utilize Technology to Increase Efficiency Develop Team Incentive Systems Develop Rewards for Increased Productivity Offer Career Growth
  8. 8. What To Consider Assume the Sales Organization Already Knows How To Sell: New Product Training & Sales Refresher Courses Are Not Enough If the People Are Not The Problem, Then It Must Be The Process! Core Processes Include: – Sales Process – Administrative Process – Customer Service Process
  9. 9. Approach Sales Rollout Audit Plan Implement Measure Correct
  10. 10. Audit Develop A Team 1. Upper Management Team (Client) 2. Independent, Experienced, Un-Biased Party (Consultant) 3. Group Representing the Org/Function to Improve (Auditee) Approved Business Practices Must Be Suitable to Achieve Company Objectives Audit Is An Evaluation Of The Sales Operating System, Not An Evaluation Of Sales Personnel
  11. 11. Audit Series of Meetings (In Person, Phone) With Auditees Requires Access To Work Area And People Must Have Secured Access To Records: – Sales Records Leads, Lit Kits, Proposals, Orders, Account Profiles, Sales History – Administration Records Forms, Management Reports, Forecasts, Job Descriptions, Sales/Product Training, Employee Surveys – Service Records Competitor Performance, Order Status, Reports, Customer Returns, Customer Complaints, Customer Surveys
  12. 12. Building Without A Plan What You Wanted What You Got!
  13. 13. - Outbound Lit Kit - Scripts - Data Gathering Field Further - Calls - Appts * - Qualify Sales Rep Qualify Close - Assign Field Rep - Quotes $$$ - Send Info - Proposals - Tech Info * Tele- Tele- - CorrespondenceInbound Marketing Forecasts, Activity Lists, Pipeline - Process Order Order - Fulfillment Admin - Schedule Shipping Leads Mailing Sales Mgmt Lists Competitive Info - Generate Invoices Marketing Reports Accounting - Receivables Campaigns Cross Sell: Account - Addt’l Products History - New Products Marketing - New Versions/Revs - Order Tracking - Services - Customer Follow Up Customer - Sales Inquiries Service Customer Leads Problem/ - Trouble Tickets Profile Analysis Resolution Tech Support - Incident Tracking - Problem Escalation * * R&D PEAK Sales Consulting, LLC All Rights Reserved
  14. 14. Plan Establish Goals – Improve Sales Productivity – Improve Customer Satisfaction – Improve Employee Satisfaction Identify Existing Situation (Audit Results) GAP Analysis – Where You Are vs. Where You Need To Be Develop Improvement Plans
  15. 15. Process Flow Closing Ordering Trouble Shoot Customer Negotiating Quoting TrainingExpectations Proposing Forecasting Installing Qualifying Reporting Expediting Prospecting Planning Delivering Sales Admin Service Process Process Process - Training - Training - Training - Techniques - Techniques - Techniques - Tools - Tools - Tools Performance Results Redesign Process Employee Feedback Performance Customer GAP Analysis Feedback
  16. 16. Sales Process Improvement Examples Redesign Sales Territory Redesign Sales Training Procedure Redesign Sales Demo Tool Kit Redesign Customer Service Process to Remove Obstacles Redesign Sales Order Administration Process to Remove Bottlenecks Implement Sales Automation Tools Re-deploy Sales Personnel Responsibilities Deploy Best Practices of Successful Sales Reps
  17. 17. Responsibilities – Sales Management Clear Away Obstacles Recognize & Reward the Contributions of Sales Personnel Provide Training Opportunities to Help Personnel Reach Performance Standards Communicate Vital Information About Sales Operations to Help Personnel Perform Required Tasks Provide An Information System to Optimize Efficiency, Effectiveness and Accessibility of Information Provide Work Instructions to Help Personnel Accomplish Organizational Goals (Operations Manual)
  18. 18. Responsibilities – Sales Personnel Develop Deep Understanding of Customer’s Business Match YOUR Capabilities With the Customer’s Needs Help Customers Succeed By Ensuring They Purchase the Right Products Execute Approved Sales Processes
  19. 19. Sales Process – Sample Activities Prospecting Leads Qualify Best Prospects Meet With Decision Makers Identify Needs & Problems Develop Sales Strategy Present Solution Proposals Handle Objections Negotiate Agreements Close Service Orders
  20. 20. Sales Training Training on Best Practices Training on New Processes Sales Training Using the PEAK Sales Process™ Available in Classroom, Distance Learning (Web-based) and eLearning Follow-up Sales Coaching Programs
  21. 21. Why Use Sales Technology (CRM) Automate New Processes – Streamline the System Increase Productivity – Reduce Administrative Tasks Improve Effectiveness – Focus on the Job of Selling Replicate Efficiencies and Best Practices – Help New Hires and Struggling Sales Reps Eliminate Redundancies & Reduce Errors – Improve Quality of the Sales Process
  22. 22. Life-Time Relationships
  23. 23. PEAK Sales Consulting, LLC Helping Businesses Acquire & Retain Customers! Russ Lombardo President (919)559-2395russ@peaksalesconsulting.comwww.peaksalesconsulting.com

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