Sales Management as a Service

Empirical evidence and simple logic confirms that a managed salesperson will outperform an unmanaged salesperson every time, as long as you have a clear and coherent sales process driving the sales engine. But managing salespeople and the sales process requires a very specific set of skills and experience… and that can be expensive. Our Sales Management as a Service Model delivers everything you expect and require from a Sales Manager, and much more. This innovative business model combines our Sales Coaching service with our LerenSoft Sales Force Automation software. We will provide a dedicated Consulting Sales Manager (CSM) who will work with you to develop and execute your sales plan. Think of us as your virtual VP of Sales. We deliver everything you need in one, fixed-fee monthly service.

LerenSoft Sales Force Automation (SFA) Software.

We have developed a web-based SFA tool that will provide a clear, easy to use platform for the salesperson to execute and track the right activities for each phase of every Opportunity.

The salesperson will always know exactly what the next step should be, and when it should be executed, in order to build the Trusted Business Advisor relationship that will give them the greatest possible probability of closing the sale.

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Weekly Sales Meetings.

Your dedicated CSM will conduct a weekly tactical sales meeting with the salesperson or sales team to identify and resolve roadblocks and challenges in the sales process for each opportunity. At each weekly sales meeting we pay particular attention to three critical factors, supported by real data from the LerenSoft™ reporting:

  • Performance. We make sure that each salesperson has accounted for 40 hours of productive activities each week. We look at the distribution of those activities across the set of Opportunities to be sure that the time is balanced and focused on the most productive strategy for optimizing results.
  • Productivity. It is one thing to know that your salespeople are actually working, but it is even more important to know what the effects of those activities are in moving the Sales Process forward. Each week, the CSM will also review our Productivity report with each salesperson to identify and manage the forward movement of opportunities.
  • Profitability. Our weekly Profitability report will document the value of each salesperson’s pipeline and project important metrics regarding the anticipated close volume and timing. We also review the salesperson’s performance standards and progress toward Quota.

Monthly Management Meetings.

The CSM will meet with the Owner or Management Team; along with the Sales Team to review the progress achieved each month and confirm the Commission report, along with other tactical issues requiring management attention.

Quarterly Management Meetings.

Each quarter, the CSM will meet with the Management Team to discuss strategic initiatives, competitive information, salesperson performance, adjustments and corrections to the Strategic Sales plan, and other management issues.

Annual Review.

We provide a complete set of annual review documentation for each salesperson each year. We recognize outstanding performance, identify and address any need for remedial training or coaching, and document the salesperson’s contribution to your organization’s growth.

Strategic Planning.

Finally, each year we develop a Strategic Sales Plan that will document the contribution of the Sales Team in the business plan for the coming year.

  • Sales Growth. We project a revenue budget with both anticipated sales volume and related sales expenses for your core solutions.
  • Sales and Marketing. We coordinate a plan for integrating your marketing plan with the utilization of your sales resources.
  • Insight. We provide actionable industry insight into competitive dynamics, best practices, and recommended actions.

 


Learn more about our Sales Management solution and our Client Engagement Process by contacting us for a free consultation.