Services
Growing Sales
I work with businesses of all industries and sizes, but typically serve those with:
- Annual sales revenue between $5M and $50M
- A B2B focus with a sales cycle of 3+ months
- An Owner/CEO directly leading the sales effort (but usually not effectively)
- An Owner whose skills/talents do not lie in sales
- An ineffective or reactive sales effort – clients frequently find them
- Stagnate or declining sales
- Companies growing too fast that do not have the right tools or people in place
I am passionate about helping my clients, and often find they say things such as:
- We have no formal sales process
- I am doing too many things and none of them very well
- What we did in the past is no longer working
- I feel trapped in the business
- We lost a big customer – now what?
- Inability to find the “right” salesperson
- Not sure where to start – I don’t know what I don’t know
- We’re unable to take sales to the “next level”
Sales Framework
Sales Process
Sales Management
A customized engagement typically looks like:
- Developing a sales strategy
- Recruiting, interviewing, hiring, and training your sales force
- Creating and executing a sales plan focused on growth
- Reporting on and analyzing sales performance
- Building compensation plans that deliver results
- Holding the sales team accountable – weekly team meetings, coaching, ride-alongs, training, corrective action plans
- Selecting, customizing and fully leveraging a CRM
- Developing best practices for sales
- And more…
Growing International Sales
The benefits that save money !
Understand and communicate
- Incoterms
- How distributors operate
- Pricing
- Commissions
- The ideal distributor
- Distributor agreements
- Exclusive VS non exclusive
Do it right and save time !
No missed revenue opportunity
- The right distributor brings focus and results
- Efficient processes maintain engagement
- Nurture and maintain the network engaged for growth
Percipience Bio saves money !
No unused resources
- One contact point for expertise
- Professional coaching
- Saves a full time expensive dedicated Head Count
- Promote or train from inside
Services
Even in large organizations indirect sales is sometimes misconceived, let a professional set up your international organization.
Start !
- Opportunities, Needs Assessment
- The ideal distributor
- Find a distributor
- Distribution agreement
- Prepare your organization for the Distributor network
Audit !
- Where do you have presence, where are the gaps?
- Current organization and processes?
- Results?
- What your representatives are saying?
Improve !
- Establish the right processes Sales, Marketing, Customer Services, Finance, Logistics.
- Reporting
- Forecasting
Coach !
- Having structure and process is not enough
- Educate the distributors and develop the network until you are ready to take over
- Nurture and manage your distributor network
Results
Engaged Distributors – Revenue Growth – Reliable market intelligence – Predictable revenue – Long Term Relationship