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The Benefits of Having a Sales Management Consultant
THERE ARE THREE COMPONENTS TO A HIGH FUNCTIONING SALES DEPARTMENT, BUT SUPPOSE ONE OF THESE THREE SALES COMPONENTS IS LACKING, THE ENTIRE SALES EXPERIENCE SUFFERS, LIMITING IMPACT AND PREVENTING SCALABLE GROWTH.
A little tip to business owners, CEOs, and sales leaders: a tight sales process and sales strategy supported by a healthy culture and effective execution make a real difference.
Suppose one of these three sales components is lacking, the entire sales experience suffers, limiting impact and preventing scalable growth.
Sales management consulting firms are the answer to overcoming a decline or plateau in sales revenue. However, a business owner and company experiencing steady growth might not reach their full potential, so management consulting can increase sales.
Regardless of your current situation, you can turn to a sales management consultant as a valuable resource for your company.
Is it worth it to hire a sales consultant? What does a sales consultant do? These are great questions, and I hear them all of the time when I’m meeting with business owners for the first time.
Here’s what years as a sales management consultant have taught me.
WHAT IS SALES MANAGEMENT CONSULTING?
So, what is sales management consulting? In short, a sales consultant or sales consulting firm analyzes a company’s position and business practices to help improve its sales process by taking advantage of opportunities within the market.
Sales management consultants understand current marketing trends and most effective sales strategies. Quality sales managing consulting evaluates the specific businesses’ needs, also requiring them to custom-tailor their services, some of which include:
- Compensation structures
- Tech stack
- Sales playbook – sales techniques, sales tools
- Analyzing sales data
- Sales hiring and onboarding process
- Preparing sales budgets
- Diagnose sales process problems
- Sales teams assessment
- Project management structures
- Training programs
A sales team or organization missing targets and goals will benefit from sales management consulting; sales management consulting addresses issues with sales performance, sales culture, and sales practices and operations.
Rose Garden Sales Team Assessment
Providing Founders and CEOs with hands-on coaching and assessments that categorically unroots the best for the job from the best available.
SALES MANAGEMENT CONSULTANT BENEFITS
Fresh Perspective
A sales management consultant brings a new set of eyes to your sales department and organization.
I have seen CEOs and founders unable to identify any inefficiencies in their process because they are too close to the situation. This is especially true when founding sales teams or CEOs initially set up the operations of your current sales team.
However, outside sales management consultants bring an unbiased perspective to the table.
After analyzing your company, operation, and industry, they can quickly determine the areas that need the most improvement. A consultant will also help you identify the sales team’s strengths, leveraged to increase sales productivity.
Industry Knowledge
A great sales management consultant doesn’t just take a generic sales template and apply it to every company that they work with. There isn’t a one size fits all selling strategy that works for everyone.
Your sales consultant will take the time to learn about your industry. It’s likely that they’ve already worked with other companies in your niche or category in the past.
Once they have a firm grasp of your industry and market needs, they’ll help you create a customized sales playbook.
This resource will ultimately become the blueprint that your sales representatives will use to successfully close deals and make sales.
Sales Expertise
A sales consultant brings a level of expertise to your company that you can’t find from a salesperson or sales manager.
Even an executive won’t have as much selling experience as a sales management consultant.
Think about it like this. What is the average number of sales jobs undertaken by your current sales reps or sales manager? Maybe two or three?
You may be lucky and have a handful of individuals on your sales team with experience in four or five different companies. Your other sales reps may have been with you their entire sales career.
A sales management consultant works with multiple businesses daily. I work with dozens of companies every year.
Trust me; I have seen it all. And any quality sales management consultant has seen it all too.
They know how to respond to nearly any situation because they have the experience and track record to prove it.
Ask any prospective sales management consulting firm for success stories or case studies. This information will give you a deeper understanding of their sales expertise.
Rose Garden Sales Sales Accelerator
Assisting Founders & CEOs to create systems & strategies to scale their sales team.
Lead Generation
Even if you have an outstanding sales team, your staff is only as good as the leads that they’re given.
Your sales department and marketing department can’t operate independently from each other. If there is a disconnection between these two components of your business, the quality of your leads will suffer.
A sales management consultant will assess your lead generation process. In doing so, the consultant will find ways to get a higher quantity of more qualified leads.
All of this will be outlined in your customized sales playbook, which we discussed earlier. Each lead will need to meet certain criteria before a salesperson pitches your products or services.
Ultimately, this will improve the performance of your sales team.
Increase Conversions
Once you get more qualified leads, your conversion rates will automatically increase. But better leads aren’t the only way to drive higher conversions.
Every salesperson has specific tips and tricks to close a sale. Some of these are more successful than others.
As I said before, sales management consultant has worked with many different companies throughout their careers. This means that they’ve worked side by side with hundreds or even thousands of salespeople.
So, a consultant will know which sales methods work. They can pass this insightful information to your staff to set them up for success.
Cost-Effective
I’ll often get asked why a company shouldn’t just hire a new employee instead of working with an outside sales management consultant.
In addition to all of the benefits we already covered, a sales consultant is more cost-effective than a full-time in-house employee.
For a new hire, you’ll pay for training in addition to the payroll expenses and taxes associated with having an employee. You’ll also have to pay for benefits and vacation time.
You won’t have any of these costs associated with a sales management consultant.
Plus, work is scalable based on your needs. Depending on your current situation, you may not need 40+ hours per week of sales consulting services. Other times, you might need 60+ hours per week of consulting.
You may want to work with a consultant for specific project management requirements. With a consultant, the flexibility you get can’t be replicated with an in-house employee.
ROSE GARDEN SALES ASSESSMENTS
Rose Garden Consulting is a world-class sales management consulting firm specializing in redefining your process into a quality sales experience. We ignite revenue growth with transformative solutions based on behavioral economics.
We help close deals faster and at a higher rate. Rose Garden uses a combination of assessments to identify sales team members’ strengths and motivators, also providing you with lousy culture fits and recommendations. We present our Team Member Assessment findings in a one-day workshop.
We also recommend our sales accelerator assessment that provides you with an in-hand diagnostic and sales experience road map for quick results.
FINAL THOUGHTS
In today’s ever-evolving sales landscape, new businesses need to stay up-to-date and ahead of the competition at all times. We provide Founders and CEOs with hands-on coaching to create systems & strategies to scale their sales team. You can’t afford to leave anything up to chance.
Get started with a Team Assessment or dive right in with our Sales Accelerator.
Here at Rose Garden, we offer a wide range of consulting services. So let us know more about your company and we’ll discuss your needs during a free consultation.
About the author:
Ali Mirza is the Founder & CEO of Rose Garden, a national sales consulting organization, and featured in Forbes, Inc, Business Insider, The Huffington Post, Business Rockstars, and The Wall Street Journal.
Ali is a highly sought-after public speaker presenting at multiple national conferences on innovative ways to accomplish transformational growth on your sales team.
Rose Garden provides unparalleled support and guidance to growth-minded founders via sales strategy differentiation, world-class sales culture creation, and exclusive playbooks, processes, and scripts to position them for limitless growth.
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