Small Business Consultant and Advisor

SALES CONSULTING AND ADVISORY SERVICES

PROVIDING THE RIGHT SALES CHANNELS AND REQUIRED PROCESSES FOR GROWTH

The sales consulting  practice area for small business is focused on determining your go to market strategy, understanding what is hindering your sales growth, and development of programs that can be implemented for your sales and channels to increase your revenues.  

Your business go to market strategy is focused on how you plan to sell your products and services.  The product or service, industry, geography, your gross margin, length of sales cycle, or other factors help determine which will work best for your business.    Your sales growth could be hindered from a lack of sales training, a lack of process follow-through, poor quality of the products and services you resell or any number of reasons.  It is important to uncover the exact cause in order to fix the problem.  If you are looking to develop channels to market, it is imperative that you develop the right programs to interest the channels you want and keep them interested in your business and your products and services.  

Go to Market Strategy

Do you currently have a go to market strategy for your business and is the current one working, or would you like to see if there might be a way to increase your revenues through a reduced cost of sales by looking at alternatives?   

It is important for every business no matter what the size  build a go to market strategy within their business.  This is your sales guide to success of how you plan to sell your products and services.

• Develop with you an overall go to market strategy that works for your products and industry and geography.

• Work with you to determine which channel strategy is best for taking your products to market.

• If you want to choose possible indirect channels, provide you guidance in what channels will work best for your products and services, as not all products can be sold through channels and there are different variables that help determine whether one is suitable over another.

• Uncover with you what other types of partnerships are worth developing to help in growing your business.  

• Help you develop a mixed channel strategy that works for your business.

• Aid with building the right sales force, skills, processes, and programs for each channel to make them successful for your business.

• Help you determine whether supply channel/physical distribution channels would work for your business.

Sales Growth and Uncovering Obstacles to Your Success

Have your current sales not been growing at the rate you expected and you are not sure what could be the cause?  Are your sales reps performing to your expectations and if not, do you know why not?  Do you have a repeatable and working sales process?  Are you losing customers and you do not know why?   Is sales an issue, service an issue, pricing, lack of training by sales or support, or could it even be your current product needs to be updated?  

It is easy to see if your sales growth is declining, but is not always obvious what could be causing the problem and sometimes being in the middle of the fire makes it sometimes more difficult to see.  Whatever the reason, there is a way to work through it and get you back on track.

• Work with you to uncover the reasons you are not obtaining the sales growth you want and build an action plan with you to help remedy the obstacles standing in your way and put the tactical pieces in place to meet your goals.

Channel and Sales Programs

Do you have the right channel programs in place in order to entice new channels to sell your product?  Do you have anyone internally supporting your channel partners? Do you have incentives in place to drive your current sales force and channels to produce the results you need?  Are you having problems with your channels and you do not really have contracts in place to cover you?  Is your sales compensation competitive?

If you are going to have successful sales people and channels, it is important that you have the right incentives in place to motivate your internal and external personnel to sell your products.  The key is to not only developing the right channel programs to support them, but having the right contracts in place to enforce the behaviour you are expecting for the programs you have in place.

• Develop with you the right channel infrastructure and channel programs in order to get you the highest return.

• Help you look at your current sales and channel programs to see if changes can be made to stimulate higher growth.

• Help you develop ongoing sales and marketing programs to motivate both your direct and indirect sales force.

• Work with you to obtain the right contracts for your partners which will not only protect your business, but will drive the required results.

• Work with you to build the right tools to track the success and service levels of your channels.