High Performance & Engaged Global Sales Teams
AlliancesHub International’s “Sales Force Effectiveness” program follows a practical roadmap through Sales and Executive/ Leadership Coaching interventions with defined milestones and personality assessments executed in a 6 to 12-Month period delivered our team of Executive Advisors, who are experts in Change Management/ Strategy Consulting and Executive/ Leadership Coaching. Our unique approach to achieving peak performance in revenue growth and profitability is based on increasing the Global Sales Force Ecosystem engagement at the individual, leadership, and team levels. The best salespeople use their sales natural abilities and take the time to listen to what a client needs, and then offer a solution. That takes a combination of IQ, behavioral natural drives and preferences, character strengths, skills, being results-oriented, and emotional intelligence.
Recent studies by Gallup have shown the following key performance outcomes when elevating engagement in a sales environment:
10% increase in customer loyalty/engagement
21% increase in profitability
20% increase in productivity — sales
Discover Your Sales Strengths (Warner Business Books, 2003), written by Benson Smith and Tony Rutigliano from Gallup, conducted research that shows that customer satisfaction and future recommendations are based on an emotional connection with the salesperson. Customers who like their salesperson are twelve times (12) more likely to continue to repurchase.
During the “Sales Force Effectiveness” program, AlliancesHub’s Executive Advisors will evaluate sales representatives and sales leadership’s behavioral natural drives and preferences, cognitive abilities, job fit, character strengths, emotional intelligence competency inventory gaps, and global cultural map profiles (If sales representatives and sales leadership are selling outside of the U.S.) to develop and execute an action plan for improvement with specific milestones.
The following are typical challenges in sales organizations that our “Sales Force Effectiveness” program will be addressing:
- Issues with Sales Team Coverage, Capacity, and High Priority Customers/ Segments
- Issues with Cost of Sales
- Issues with the Sales Process and inconsistent Sales Execution
- Issues with Lead Generation and New Business Development
- Issues with CRM Technology adoption
- Issues with On-Boarding New Sales Reps and Sales Enablement
- Issues with not having a proven Sales Training for Sales Reps. and Management
- Issues with Ineffective Sales Management
- Issues with Ineffective Sales Compensation Plans
At the beginning of our “Sales Force Effectiveness” program, an initial “Sales Audit” will be conducted in the sales organization on the following:
- Go-to-Market/ Sales Strategy
- Sales Organizational Structure including Multiple Sales Channels
- Sales Resource Utilization
- Sales Process
- Opportunity/ Account Management
- CRM Technology
- Sales Rep. Key Performance Indicators: Number of Leads, Conversion Rates, Number of Customers, Average Number of Customer Transactions, Average Dollar Sale Price, Revenue by Sales Rep, Margins, Profit, Cost of Sales, Sales Productivity, etc.)
- Sales Hiring/ Selection Process
- Sales On-Boarding/ Enablement Process
- Sales Training
- Sales Compensation Plan
- Sales Coaching and Development
- Leadership Coaching and Development
