We Make Your Sales Leadership Transition Painless
42% of companies acknowledge they wasted 6 months by not changing sales leadership sooner
According to a study by CSO Insights, sales organizations with ineffective sales management experienced win rates 15% lower than the norm
The average tenure of a sales manager is just 19 months, according to data from the Sales Management Association
In a survey by HubSpot, 38% of salespeople said that they were less likely to stay with a company if their manager was ineffective
A study by Zenger Folkman suggests that keeping an ineffective sales manager can have a demoralizing effect on the sales team and decrease their motivation and productivity
WHY CHANGING SALES LEADERSHIP MAKES SENSE
Short term engagement (1-3 months) to support your transition to a new sales leader
Immediate remedying of the current sales challenges to stop the pipeline “bleeding”
Review skill set of current sales team and recommend any initial changes in personnel
Review the sales process currently in use and reshape where needed
Determine the sales training needs for your sales team and provide our PACIFIC selling methodology® sales training course (free if consultation is >1 month)
Help with the assessment of new sales leader candidates
Provide an Independent view, no BS or agenda
Fixed fee of $30,000 per month
WHAT’S INVOLVED DURING TRANSITION
"The secret of change is to focus all your energy not on fighting the old but on building the new." Socrates, Philosopher
THREE PHASE APPROACH
Evaluate
Once the decision to change sales leadership is made, it’s imperative to move fast and focus on the following
Sales team performance: Of most importance is supporting the closing top of funnel opportunities. Also reviewing metrics such as sales revenue, customer acquisition rate, lead conversion rate, and customer retention rate.
Sales team morale: Gauge the satisfaction of the sales team and get their input on the current situation. When sales team morale is high, it will lead to improved productivity, increased sales performance, and higher levels of customer satisfaction.
Sales process efficiency: Analyze how streamlined the sales process is, whether it is effective in identifying prospects and moving them through the sales funnel, and how well sales reps are utilizing sales tools provided.
Sales team productivity: Evaluate the workload of each salesperson; how they are managing their time and whether they have the necessary resources and support to be successful.
Respond
Now that we have a fairly comprehensive understanding of our current situation, it's time to take action.
Sales pipeline management: Look at how well the sales pipeline is managed, including how effectively opportunities are being identified and prioritized, how the pipeline is being managed and measured, and how the pipeline is being forecasted.
Sales training and development: Examine the level of investment in sales training and development, including the provision of ongoing training and coaching, and the availability of tools and resources to help sales reps continuously improve.
Customer feedback: Take into account customer feedback including satisfaction scores, Net Promoter Score (NPS), and feedback on the sales process and customer experience.
Sales leadership: Assess the quality of the current sales team to see if there are any potential leaders. Is there anyone showing effective sales management skills and a degree of alignment between sales and other departments.
Progress
As we have gained momentum, it is essential to incorporate the CEO's involvement in the sales process before the arrival of the new Head of Sales.
Sales Tech Stack: A solid sales tech stack can be a key driver of sales success, helping sales teams to work more efficiently, collaborate more effectively, and provide a better customer experience through a faster and more accurate prospect response.
Build on the sales process: CSO Insights found that only 21.7% of companies have a formal, dynamic sales process in place. If you are one of the lucky ones, chances are that it sits on a shelf and is rarely referenced. Building a new or improved sales process is vital.
What went wrong: It’s never easy to reflect on what didn’t work but spending time understanding why your previous appointment didn’t meet expectations is vital when considering the skill set of your next Head of Sales.
Sales Training: Using our PACIFIC sales training methodology companies found that their average lead conversion rate grew by 42%, which meant a close rate increase of 17%, which in turn resulted in an average increase of 14% of salespeople making or overachieving target.
ABOUT US
At Salesadvize, we aim to provide holistic sales management support during your transitional period between sales leaders.
Our program is designed to last up to 3 months and includes a combination of sales process improvement, targeted sales training and ongoing support for your sales team.
Our Mission - Empower businesses to maximize sales growth.
Our Vision - Transforming the way businesses approach sales, through innovative and adaptable solutions.
Our Values
Be Reliable - When we commit to a project we see it through.
Be Innovative - We love to innovate with our Solutions.
Be Nimble - We quickly adapt to your changing circumstances.
Be Competitive - We strive for success through differentiation.
We understand that confidentiality is important, therefore we believe that an NDA should be the first port of call before engagement.
Additionally, we will never ask you to be a reference because we believe that our work speaks for itself.