Sales Process Consulting

Sales Team Organization

Client Testimonial

“Marie Warner and her firm, Warner Professional Sales has consistently overachieved my expectations. Not only are her candidates exactly what I am looking for but they exhibit a level of finesse and capability that have been the foundation for my success in my current team building efforts. These spot on candidates married with responsiveness and cleat communication have been a blessing!”

Senior Manager
Customer Development Teams, International Language Services Company

Consulting

Sales Process ConsultingWarner Professional Sales helps companies succeed by recruiting the right sales talent, training and developing those professionals to consistently exceed revenue goals, plus consulting and coaching sales teams and managers in key selling and sales leadership skills.

Marie Warner of Warner Professional Sales has conducted tactical sales planning projects for small, mid-sized to large firms in information technology, publishing and media, telecommunications, and other industries.

Sales Team Organization

  • Sales team skill assessment and coaching of management in sales staff development and intervention issues, including performance tracking, and corrective personnel action.

  • Team structure and reporting hierarchy, including inside and telesales teams, (in-house and out-sourced) direct field sales and indirect channel sales. Sales Management structure by region, industry, national or global, and revenue potential/market size.

  • Sales territory definition or sales territory realignment for efficient sales “coverage” and maximum revenue attainment. Projects include territory definition by geography, industry, national account and/or target market.

  • Sales Revenue Quota Planning to meet overall business goals.

  • Individual, team and sales management incentive compensation structure modeling and plans.

  • Performance metric definition and tracking, including activity goals, forecasting and reporting.

Go-To-Market Sales Planning

  • Identify your ideal customer, job title and function, and define a clear customer value proposition and your firm's competitive distinction. This work, known as "Market Mapping and Messaging" applies leading solution selling, strategic and consultative selling disciplines to creating a consistent message for your target market.

    Using leading solution and strategic selling methodologies, establish lead generation programs and sales tools, including phone sales scripts and prospecting letters.

  • Sales territory definition or sales territory realignment for efficient sales “coverage” and maximum revenue attainment. Projects include territory definition by geography, industry, national account and/or target market.

  • Develop, balance and assign specific sales territories using latest information technology tools to identify and research potential customers.

Launch and Lead Generation Campaigns

  • Develop and recommend marketing resources to successfully execute product launch programs.

  • Define and recommend alternative resources for direct mail lists, direct mail fulfillment services. Implement database marketing solutions to support direct mail and ongoing telesales and out-bound prospecting programs.

  • Define and plan launch events and launch promotions, such as hosted seminars, speaking engagements and webinars.

  • Define alternatives and recommend resources for public relations, advertising, other media activities and ongoing public relations campaigns.

Sales Process Planning

  • Sales process definition to determine optimal sales milestones for opportunity tracking and more accurate sales forecasting.

  • Sales Process “audit” to uncover common roadblocks with the goal to shorten the selling cycle, and to increase sales forecast accuracy.

  • Customized customer, client or prospect surveys to align sales process with the customer’s “buying process”.

  • Training of direct and indirect sales teams, as well as sales, marketing and senior management in Process Based selling.