Process
Learn
It all begins with meeting with your team and observing the current state of your sales and marketing initiatives, the area that we are focused. We listen to what’s working and what is desired state. After the observation period and consultation, we will suggest pulling several different levers; training, staffing, goals, or expectations to name a few.
Build
We will review the current state of the annual goal vs. plan then begin to construction a roadmap that will lead to the desired outcomes. Top considerations are short and long term corporate goals, so we will construct a sales and marketing strategy to achieve those goals. We look back at sales history, make sure all accounts are serviced, and devise a plan to add new accounts.
Execute
We have found over the years there are 3 most common options to hit your sales plan. The first option is to be on site to train and coach the current sales team to improve their outcomes. The second option is to enlist American Sales Team reps virtually as either a standalone sales division or an additional sales force. The third option is a combination of the two, AST covering uncovered territories or servicing low value accounts not touched by existing sales teams.
Report
A crucial piece of the sales process is measuring and reporting our results in order to see what’s working and what is not. We have several different reporting tools that go wide or very deep into details depending on the client. We can report on calls per hour, completes per hour, leads, presentations and sales. The yield loss analysis will help determine where we need to focus efforts going forward.
Repeat
We are continuously analyzing data, and can easily determine what’s working and what’s not. Within the first few weeks, we can begin to focus our efforts on the money making activities and replicate the successes to drive incremental revenue. We find areas of the business that directly impact the bottom line, and focus our efforts there.