Equipping sales managers to drive growth
Sales managers and leaders drive an organization’s sales performance. But oftentimes the skills that made them great sales reps don’t translate to being an effective sales manager.
Business Efficacy helps sales managers lay the fundamental sales management foundation necessary to add value to your organization.
OUR FIVE PILLAR APPROACH
Determine what matters most
More isn’t always better. By throwing more data, technology, training and marketing at their sales people, organizations make a critical error: diluting their sales team’s focus. Sales teams that lack focus aren’t prepared and motivated to execute the activities that generate positive results.
Business Efficacy relies on its decades of sales experience to help you identify and prioritize the activities that matter most. Simply put, we help you focus on the right sales behaviors with the right clients in the right way. The result is equally simple: more customers and sustainable growth.
Leverage What You’ve Got
Among the benefits of our commitment to custom solutions is that we seek to leverage investments you’ve already made in training, technology, sales processes and other tools. Rather than coaxing you into buying more expensive new tools, we work to integrate those investments into the solutions we provide.
In addition to saving money, it’s an approach that reduces internal resistance to change from users who favor their existing tools and processes. That makes for faster and smoother execution of your sales transformation.
DEVELOP & DRIVE YOUR ROADMAP
Perhaps the only thing harder than change is change without a master plan. While most sales managers have great intentions, many are ill-equipped to productively and positively lead change. Fortunately, this is Business Efficacy’s core expertise.
With years of experience to rely on, we know what needs to be done at each step of the change journey. We plan a step-by-step roadmap detailing the actions your reps and managers will take week by week, month by month, quarter by quarter. And we’re there every step of the way to guide, support and challenge your sales leaders as they discover new paths to success.
ENGAGE ALL LEVELS
Positive behavior change that is real and lasting requires the commitment and engagement of all levels of an organization. Inconsistencies in direction, motivation, and accountability create confusing signals that threaten an organization’s focus and productivity.
That’s why Business Efficacy works to engage and earn buy-in from all levels in a sales organization. By enlightening all sales leaders on the vital role that they play in a sales transformation, we empower middle- and upper-management to be a consistent, positive force for effective change.
CUSTOMIZED, CLIENT-CENTRIC SERVICES
Too many consultants appear out of nowhere to offer one-size-fits-all tools, reports or ideas, and just as quickly they’re gone.
We take pride in the fact that we roll up our sleeves with you to get an inside understanding of your business—your people, processes and tools. We analyze what you have in place that’s working, and what’s not. The solutions we offer are custom-designed based on the lessons uncovered as part of that discovery process.
Perhaps most importantly, we continue to guide you through the steps required to realize a sales transformation. We build on what we teach in the classroom with step-by-step in-the-field learning opportunities. Those field learning opportunities continue until you see—consistently—the results you want.