Sales Team Development

Hiring Methodology

A top performing sales team starts with a solid and down-to-earth hiring methodology. A common industry practice is to hire 2, 3, or 4 salespeople and hope one makes it. This is a poor use of precious financial resources. By employing a structured hiring methodology sales candidates are evaluated and selected using an approach that dramatically increases the odds of success. Once onboard each salesperson goes through a structured approach to bring them up to speed rapidly. It takes no longer than 90 days to evaluate the new sales team member to determine their chance of success and to correct any mistakes quickly.

Sales Compensation

A good sales compensation model achieves several objectives. It allows the organization to attract good potential candidates by offering compensation competitive with our industry and geography. Next, it molds behavior by focusing the salesperson, through the compensation model, to achieve the companies goals and objectives in relation to sales. Finally, it helps reduce turnover.

Sales Organization Model

A sales team consists of a cast of characters. They can include account executives, inside sales, account managers, presales engineers, lead generators, lead qualifiers, sales support, sales team leaders, sales managers, and administrative staff. How should this team be organized to maximize the revenue and corporate objectives? Should the sales team be organized by product, industry, or geography? Who should do the product demo or solution presentation? Who should do the preliminary client needs assessment? Effectively organizing the sales department creates a harmonious team that can drive consistent sales and revenue.

Sales Training

World class athletes continually condition and train to fine tune their skills and abilities. There are very few born salespeople and the skills required to achieve success require continuous development and perfecting. SDbT offers a broad range of packaged or custom sales training classes and workshops. These include:

• Basic Sales Skills
• Advanced Sales Skills
• Effective Product Demos
• Prospecting and Lead Generation
• The Art of Qualifying
• Sales Strategy
• Beating the Competition

What makes our sales training and workshops unique? The answer is simple. Our instructors were raised in the industry. They understand the business, industry, acronyms, and product landscape. They are successful sales people and business owners with a track record of success.

Large Deal Coaching

Our you working on a large deal that could make or break your quarter or year?

Allow our extremely seasoned professionals work with your sales team to maximize your chances for winning.  Or perhaps seeing that the desire to win is clouding your vision to the opportunity.  It just might be an opportunity you can't win, or would not want to win based on the current ground rules.

We can assist with the following both remotely and on site:

	Deal Analysis Allow us to review the details of the deal and determine if it truly would be profitable to pursue.
	Competitive Review SDbT understands both the positioning of the competitive landscape as well as many of the strengths and weaknesses of products that compete with the ones you represent
	SDbT ROI Analysis Closing deals in a tough financial climate means that you must show your prospect why your solution brings value.  This simply means that by spending X, they will receive more than X in benefits that can be measured within a reasonable time frame.  Doing this in a way that is believable to the prospect is something that SDbT can help you beat your competition with.
	Proposal Assistance We can review and edit your proposal to maximize the chances for success
	Deal Closing In large deals, some times it takes a "heavy hitter" to come in and bring it to a conclusion.  Allow us to help you in this aspect.  We can join your sales team as a member and help bring about closure in a way that will ensure success for all parties.  Don't let an inexperienced or overly hungry salesperson drop the price with no change in deliverables just because the prospect is a more seasoned negotiator.  Doing a deal for just revenue is why 90% of the dotcoms went bankrupt.