Sales performance consulting is designed to improve sales strategy through an evaluation of the existing sales process, identifying areas of success and those in need of improvement.
A common mistake is to consider only successful conversion rates when evaluating a sales team. Sales performance is about more than conversions; it is also about undertaking a forensic analysis of deals that were lost as well as determining the efficiency of lead follow-up.
Sales performance consultants use psychology, science and industry best practices to accelerate the sales process, increase sales volume, improve sales efficiency and boost sales profitability
The Purpose Of Sales Performance Consulting
Sales performance measures the success of your sales team.
Measuring the return on investment (ROI) of your sales department is only one step toward the goals. A sales team may do well in converting customers; however, improving this process or other aspects of the sales experience, such as following up with clients or closing leads faster, results in greater immediate and future sales profits.
Sales performance consulting improves the sales process for sales teams by demonstrating methods to improve the interactions between sellers and prospective clients and customers, looking particularly closely at the evaluation stage to determine what improvements are necessary to achieve or exceed sales goals.
Understanding The Sales Process
Sales performance consultants educate their clients to understand the sales process and fine-tune their skills and knowledge, developing a system that produces reliable results. At RCG Workgroup, we work with the sales team using the ADDIE Model to develop a successful system. The ADDIE Model can be broken down as follows:
- Analysis
- Design
- Development
- Implementation
- Evaluation
Sales teams may do well at implementing a well-thought-out sales strategy, but if they are not looking at the analytics, evaluating their sales performance, and recognizing areas in need of improvement, they may not reach their full potential. Sales performance consulting helps sellers understand what parts of the sales process are doing well and what areas need improvement to ensure they meet their goals.
Using The Power Of Storytelling
One method the sales performance consultants at RCG Workgroup use to educate sales teams is the power of storytelling. Many sales departments focus on providing prospects with facts and data to help sell their service or product. While providing accurate and noteworthy statistics and facts about what you have to offer is important, a core strategy of storytelling improves retention of this information.
Combining impressive facts within a well-crafted and engaging narrative during a pitch can drastically improve your sales experience. The power of storytelling in sales is backed by science. In simplest terms, empathetic responses to a story releases Oxytocin, a neurochemical that is often referred to as the “trust hormone.”, which facilitates the building of trust between your sales team and prospective clients and customers.
Sales performance consultants may teach the importance of storytelling and creating an engaging narrative during the sales process. They can also demonstrate how to implement powerful and relevant stories during interactions with prospects.
Defining Your Sales Performance Goals
Many sales departments and executives assume the sales team is doing a good job because they are generating a fair amount of sales and have a competitive conversion rate. While it may be true that the sales team is doing well, simply looking at conversions does not indicate the success of your sales team. In some instances, the product or service is simply good enough to make up for inefficiencies within your sales department.
A few main purposes of sales performance consulting include clearly defining sales territories and goals, as well as regularly evaluating performance. Sales performance consultants work closely with the sales team to teach them the skills and knowledge they need to meet these clearly defined goals and go above and beyond the average expectations and deliver the best results possible.
Contact RCG Workgroup Today
RCG Group offers sales performance consulting for businesses that are interested in improving their sales process. We work closely with the sales department and teach them how to implement proven strategies that produce reliable, consistent results.
We believe in the power of storytelling to help create a trusting and memorable connection with prospective clients and customers. If you would like to learn more about how RCG Workgroup can help your sales team improve, reach out to us today by phone at (703) 939-9773 or schedule a consultation.
