Where consulting stops and the work begins
Sales consulting is about how the sales department is built: the team, the system, the plan and the reporting. This service is about running it.
It suits a business where the direction is already clear and what is missing is experienced hands in front of customers — a new market to open, a team that is short-staffed, or a product that needs someone credible presenting it.
The plan is not the problem. Nobody has the hours to run it.
Scope
What the service covers
The exact mix is agreed at the outset and written down. In full, the work is:
- Identifying opportunities for new business within the market
- Paying attention to competitors and their activities within the industry
- Building long-term relationships with new and existing customers
- Generating leads and turning them into opportunities for sales
- Contacting potential customers by telephone, email and face to face
- Working to the KPIs and revenue targets set by the sales director
- Arranging meetings with prospects in order to demonstrate products
- Negotiating prices with potential customers and closing sales
- Ensuring all administration relating to sales is completed effectively
- Working closely with other departments and finding opportunities to cross-sell
Across the business
Sales that is not an island
The last item on that list is the one most often skipped, and it is where a good deal of revenue sits. Working closely with your other departments is how opportunities to cross-sell get noticed at all.
It is also what keeps the rest of the company honest about what has been promised to a customer — one set of targets, one set of reporting, one version of the commitment. When the engagement ends, that record stays with you.
Tell us what needs covering
Describe the market, the product and the gap. We will come back with a scope, a period, and the targets we would work to.