Sales consulting is a lot of things to different people. Sales consulting to consultants means an opportunity to work with clients and help them achieve their sales goals. For sales managers, consulting firms offer the chance to grow strategic skills that will contribute to success in other parts of their business. And for sales leaders, top sales consulting firms provide a valuable tool for building high-performing teams and ensuring the company meets its sales targets.
So then, what exactly is a sales consulting firm? It's difficult to define because there are so many types of sales consulting firms and services offered by these consulting firms: everything from sales process improvement to sales talent assessment. From running sales effectiveness workshops to fostering a customer-centric approach utilizing customer relationship management techniques. Even increasing market share via new business development through identifying, qualifying, and targeting sales prospects. Consulting firms can even train salespeople on how to use new technologies.
This is just a brief overview of the many different sales transformation services offered through the sales consulting industry. For sales teams at all levels — from entry-level sales staff up to senior executives — there are several benefits and actionable insights that can be derived by working with top sales consulting firms.
But the primary benefit is having an experienced sales consultant who can leapfrog the years it would normally take you to develop the sales strategy, sales process, and sales transformation in-house.
At a minimum, sales consulting firms (or a sales consultant) should be able to lead you through the following exercises to create revenue growth:
Exercise 1: Determine Your Sales Types
A company will experience many types of sales, including new sales, expansion sales, retention/renewal sales, and account management. Top sales consulting firms and sales consulting services will help you determine how to maximize sellers and sales performance for each of your highest priority customer segments:
Exercise 2: Figure Out Your Sales Channels
A company has many different sales channels to go to market with, but they can be broken into two broad categories: direct sales and indirect sales. Sales consultants, well versed in the consulting industry, should be able to guide your sales organization on which strategy to choose:
Exercise 3: Select a Sales Methodology
Sales consulting services experts should be well versed in all the leading sales methodologies in the market today. Selecting the right framework will help emphasize your value propositions, and put your entire organization in the right mindset to improve sales performance.
It is most common for a company to adopt a custom sales training approach, picking from the best of the sales training services in the market.
A few of the sales training methodologies include:
Exercise 4: Implement a Business Development Approach
In an ideal situation, to maximize marketing spend, business development is handled as a partnership between product, marketing, sales teams, and a tight alignment with executive leadership.
However, there are elements that sales consulting services can guide you on:
Exercise 5: Create and Map Out Your Sales Process
To predictably speed up your sales transformation, the sales consulting services you engage should be able to provide guidance on how your sales organization should operate.
Specifically, top sales consulting firms should provide guidance around:
Exercise 6: Select Your Technology Stack
With a modern sales stack, your reps will have the tools they need to perform at their best. Your company's choice in technology can be a major factor affecting the performance of individual members on the team as well as overall organizational effectiveness.
To make an informed decision about what is right for your business and how it should integrate with existing technologies, the following are some questions you should ask your professional services firm:
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