Colleen Francis

Owner @Colleen Francis, Engage Selling Solutions

Whether you are looking to enter a new market or trying to figure out why you aren’t getting the results you think you should, the first step is your sales strategy. For organizations looking to enter a new market, it is critical that the sales strategy developed is suited to that market and the strengths of the business. All to often, companies take a carbon copy of what works in one market and assume that it will work in another. And when the strategy is off, it is often too late to correct once results fail expectations. And for those currently executing, if results are falling short, before you blame it on the team or the customers, make sure that your strategy is tuned to what you are trying to achieve in your market. Engage Selling helps organizations develop and review sales strategies to ensure they meet their business objectives. This includes a comprehensive analysis of requirements in the following areas where appropriate for the given client: Sales Organization To provide the appropriate organization to achieve the team’s objectives; the definition of the optimal sales organization: • Organization • Job Profiles • Environment • Territory Design Sales Process For each high-level stage in the sales process, defining the sales approach and techniques to be used: • Prospecting • Qualification • Solution Development • Closing • Account Management Sales Performance Management Aligning compensation with objectives, setting clear performance expectations, and providing sufficient visibility: • Compensation Plan • Key Performance Indicators • Pipeline Management Sales Training and Support Maximizing individual and team productivity in alignment with the defined sales strategy: • Sales Tools • Sales Training • Rollout Plan