Sales Consulting

Successful organizations prioritize time, attention and resources to frequent evaluations of employee perception and engagement in sales rewards, recognition and culture.

Sales Leader Coaching

This sales consulting engagement focuses on establishing effective goal-setting strategies, tracking tools and expectations throughout a sales organization. We emphasize the importance of sales leaders’ ability to observe and accurately assess their team’s performance, engage in constructive balanced feedback with employees and build meaningful action plans that create desired performance and results.

During the analysis phase, we will gather and review current sales leader coaching success using assessments of strengths and opportunities in the organization. This phase will include an evaluation of quantitative and qualitative performance activities in use by the organization. Other tactics may include:

• Focus groups or individual interviews with sales team leaders
• Employee focus groups or survey solutions to gain insights
• Mystery Shopping engagements to poll the experience and perception of customers
• Development activities with manager-level staff to executives

Finally, our consultants will deliver Findings & Recommendations to the engagement team. These recommendations are supported by industry best practices for developing incentive plans that reward activities as well as results. We will also recommend sales management activities for supporting success in achieving the engagement goals.

Program inclusions: Three full-day or half-day onsite sessions, depending on scope of tactics chosen for inclusion. Alternative, virtual support is also available. Contact us for flexible options to begin developing your Sales Leader Coaching program.

Read a client story – Performance Coaching

Sales Incentives & Rewards

This sales consulting engagement focuses on creating and/or reviewing the sales incentive program in our clients’ organizations. We emphasize the relevance of incorporating incentives and reward into execution of sales culture initiatives.

Key areas of focus include:

• Actual Incentive/Sales Programs
• Tracking, Monitoring, and Reporting Procedures and Tools
• Administrative & Oversight Considerations
• Sales Management Practices

During the analysis phase, we will gather and review documentation related to the current sales culture and employee engagement. This phase may include any or all of the following tactical approaches to planning and decision making.

• Employee focus groups or individual interviews with key stakeholders
• Customer focus groups or survey solutions to gain insights
• Mystery Shopping engagements to poll the experience and interaction of customers
• Development activities with manager-level staff to executives

Finally, our consultants will deliver an Executive Review of findings & recommendations, including direction for sales management activities that support success in achieving the engagement goals.

Program inclusions: Three full-day or half-day onsite sessions, depending on scope of tactics chosen for inclusion. Optional, virtual support is also available. Contact us for flexible options to begin developing your Incentives and Rewards program.