1	PEAK Sales Consulting Customer Acquisition & Retention
2	Why Work With An Outside Consultant? Industry Experience and Wisdom An Outside Perspective Unbiased Views Not Politically Motivated Think Outside The Box Teach How To Fish, Not Just Give You A Fish Transfer of Knowledge
3	Who We Are Over 30 Years in the High-Tech Industry Over 8 Years working for CRM/SFA Vendors Including SalesLogix & GoldMine Software Former National Sales Director for GoldMine Intimate Knowledge of VAR Channel Experience With Hundreds of End-User CRM Designs and Implementations Personally Designed and Implemented CRM Solutions for Internal Use With Vendors Author of “CRM For The Common Man” and “Smart Marketing” Sales Executive Who Relates to Real-Life Problems
4	What We Do Develop Effective Sales Processes Establish Cohesive Lead Flow Systems Enhance Workflow Between Different Departments (Marketing, Sales, Support) Provide Customer Information & Knowledge Throughout Your Organization Help Sales Executives Exceed Their Goals
5	Areas Of Focus
6	Key Market Issues Sales Cycles Are Much Longer Than Expected More Leads Are Required To Close Sales Longer Learning Curves For New Sales Reps Productive Selling Time is Decreasing Accurate Forecasts Are Not Available Collecting and Organizing of Sales Information Wastes Enormous Amounts of Time
7	What Sales Reps Need To Succeed Communicate Job Performance Expectations Remove Customer Service Obstacles Provide Sufficient Technical Support Provide Sufficient Competitive Information Develop Skills Develop Product Knowledge Utilize Technology to Increase Efficiency Develop Team Incentive Systems Develop Rewards for Increased Productivity Develop Sales People’s Careers
8	What To Consider New Product Training & Sales Refresher Courses Are Not Enough If the People Are Not The Problem, Then It Must Be The Process! Core Processes Include: Sales Process Administrative Process Customer Service Process
9	Approach
10	Audit Develop A Team Upper Management Team (Client) Independent, Experienced, Un-Biased Party (Consultant) Group Representing the Org/Function to Improve (Auditee) Approved Business Practices Must Be Suitable to Achieve Company Objectives Audit Is An Evaluation Of The Sales Operating System, Not An Evaluation Of Sales Personnel
11	Audit Series of Meetings (In Person, Phone) With Auditees Requires Access To Work Area And People Must Have Access To Records: Sales Records Leads, Lit Kits, Proposals, Orders, Account Profiles, Sales History Administration Records Forms, Management Reports, Forecasts, Job Descriptions, Sales/Product Training, Employee Surveys Service Records Competitor Performance, Order Status, Reports, Customer Returns, Customer Complaints, Customer Surveys
12	Building Without A Plan
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14	Plan Establish Goals Improve Sales Productivity Improve Customer Satisfaction Improve Employee Satisfaction Identify Existing Situation (Audit Results) GAP Analysis Where You Are vs. Where You Need To Be Develop Improvement Plans
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16	Multi-Dimensional View
17	Sales Process Improvement Examples Redesign Sales Territory Redesign Sales Training Procedure Redesign Sales Demo Tool Kit Redesign Customer Service Process to Remove Obstacles Redesign Sales Administration Process to Remove Bottlenecks Implement Sales Automation Tools Re-deploy Sales Personnel Responsibilities Deploy Best Practices of Successful Sales Reps
18	Responsibilities – Sales Management Clear Away Obstacles Recognize & Reward the Contributions of Sales Personnel Provide Training Opportunities to Help Personnel Reach Performance Standards Communicate Vital Information About Sales Operations to Help Personnel Perform Required Tasks Provide An Information System to Optimize Efficiency, Effectiveness and Accessibility of Information Provide Work Instructions to Help Personnel Accomplish Organizational Goals (Operations Manual)
19	Responsibilities – Sales Personnel Match Supplier Capabilities With Customer Needs Develop Deep Understanding of Customer’s Business Help Customers Succeed By Ensuring They Purchase the Right Products Execute Approved Sales Processes
20	Sales Process – Sample Activities Prospecting Leads Qualify Best Prospects Meet With Decision Makers Identify Needs & Problems Develop Sales Strategy Present Solution Proposals Handle Objections Negotiate Agreements Close & Service Orders
21	Sales Training Training on Best Practices Training on New Processes Use PEAK Sales Process^™ for Sales Training Available in Classroom, Distance Learning (Web-based), and CD-Series Follow-up Sales Coaching Programs Available
22	Sales Technology Automate New Processes Streamline the System Increase Productivity Reduce Administrative Tasks Improve Effectiveness Focus on the Job of Selling Replicate Efficiencies and Best Practices Help New Hires and Struggling Sales Reps Eliminate Redundancies & Reduce Errors Improve Quality of Sales Process
23	Life-Time Relationships
24	PEAK Sales Consulting Helping Businesses Acquire & Retain Customers!