SalesFORCE Effectiveness Consulting
Answerbank’s Sales Consulting services run on its proprietory SalesREADINESS^® program which is designed to drive changes in sales management, policy, goals or/and results. Our aim is to achieve increased sales, increased control of sales activities, greater ROI on sales staff and lower cost of sales.

The SalesREADINESS^® program begins with a review of the client's set of goals, circumstances, obstacles, existing resources and culture. After ascertaining the client’s degree of READINESS to meet its sales goals, we design a go-green program whose recommendations are made with an eye towards execution by employees of average intellect and drive.

Our specific consulting areas include:

Sales Process Redesign: Make your sales process appropriate for your profile, product and market

Sales Distribution Model: Adopt a Distribution Model that is adequate to cover your target territories now and in the foreseeable future

Sales Reporting Infrastructure: Your sales reps will find it less cumbersome to file their reports whose structure will be such that sales management can mine for gold.

Sales Compensation & Rewards: Attract, retain and motivate the best of the best of staffers

Sales Performance Metrics: Measure the effectiveness of your strategies, processes, training and personnel

Sales Forecasting & Pipeline Management: Be able to tell with more certainty how much you will sell to particular accounts within given periods of time

CRM implementation support make your CRM work for you, rather than you working for it

Sales process re-engineering
Sales Process Re-engineering is a crucial aspect of our consulting services.

Additional Services & Partners
We also have trusted consulting partners whom we bring in to address issues that fall outside our core services

CRM implementation support

Many companies spend months trying to figure out how to customize their CRM tools (which, by the way, isn't all that difficult). More importantly, many cannot relate their business processes and work flow to how the technology works - which is a typical challenge when trying to achieve a successful CRM implementation

We help you cut through the clutter and solve your CRM implementation challenges by aligning your CRM tools and dashboards on one hand, with your sales process and your sales pipeline milestones on the other. The net effect is enhanced customer intimacy and loyalty.

With a well-implemented CRM, the qualification and progress milestones are set such that probability percentages are no longer subjective, but are based on actions that have actually happened. It provides you with accurate forecasting, because it knows the real progress made in the sale, and the usual sales cycle for your specific company.

Sales process re-engineering
Sales Process Re-engineering is a crucial aspect of our consulting services.

What it is
It is a strategy design which gives your salespersons a roadmap for identifying emerging sales opportunities, qualifying the opportunities, targeting decision-makers, managing the buying process (rather than being managed by it) and creating value for the customer by aligning the sales process to the customer’s buying processes.

What it contains
A defined and customized sales activity-flow which is aligned to the customer’s buying process
Standardized sales stage definitions
Standardized pipeline management and sales cycle progression, supported by customer evidence and the customer’s buying process
Common view and approach to opportunities
Integration of best practice sales methodologies and activities
Clearly defined roles and responsibilities for executing against the best practice activities and the process
Clear and prioritized leading and lagging performance metrics that can be coached and reinforced by the sales management process

Who needs Sales Process Re-engineering?
It’s a must-have if you record any of these symptoms:

Forecast accuracy is poor and off-the-mark
Pipeline visibility is cloudy and speculative
Inability to proactively pin-point bottlenecks and barriers to success
Sales performance is inconsistent and unpredictable
Win rates are declining
Sales cycles are lengthening
Hot leads are dropped or miscommunicated
Coaching around sales opportunities is ambiguous and general
Inability to quickly leverage and replicate success across the organization
Sales reps continue to sell products (not Solutions)
Ramp-up time for new sales reps is long and frustrating
Cost of sales is difficult to track and manage

Benefits of an Answerbank re-engineered sales process

• Improved sales pipeline, visibility and forecast accuracy
• The ability to replicate and scale best practices across the company
• Improved communication, cooperation, coordination and resource allocation
• Improved win rates and sales velocity
• Lower cost of sales
• Takes new hires less time to find their feet
• Up to 45% increase in sales productivity and effectiveness