Every manager knows their business best, but sometimes an outsider’s perspective can spot missed opportunities that could make a big difference to your bottom line. That is why Sales Management Consulting can help.
According to estimates from a report by Training magazine, American businesses spend more than $70 billion per year on sales training. That’s because the best managers understand how the right training can empower their salespeople to improve their performance. Sales management consulting takes this one step further by helping set a sales team up for long-term success.
Top 5 Myths About Sales Management Consulting
You have probably already read about the many ways sales management consulting can help your business, but perhaps you are still on the fence for some reason. Many businesses are held back by mistaken beliefs about the process that prevents them from what could become a very fruitful relationship.
Let’s debunk a few of the most common myths so you can make a more informed decision about the best way forward for your company.
“It Will Not Work In My Industry”
Some leaders are convinced that sales management consulting will not work for their industry, but nothing could be further from the truth. There are some basic underlying truths involved in the sales process that apply to all industries, but good sales consultants will always tailor their offerings to the industry in question, regardless of how niche-specific it is.Sales consultants are experts at getting to the heart of the individual requirements of your industry and can use what they have learned through past interactions with people both within and outside of your industry to offer well-rounded and insightful guidance.There are many successful sales strategies that businesses can use, but what works for one company will not necessarily be effective for another one, even within the same niche. That’s why you often hear of generic sales advice backfiring. Consultants can help your organization focus on what will yield the best results without wasting time and energy on strategies that are less effective.In short, when you choose the right sales consultants, generic advice won’t even enter the equation. Sales management consulting is inherently customized to meet the needs of the industry and business seeking it, so it has a far greater likelihood of being effective.
“Consulting Is Just Coaching”
Yes, sales consulting is a type of coaching, but it is a lot more than that. Do not fall into the trap of thinking that it has as much in common with general or executive coaching as the name implies. Successful sales coaches have a strong track record and solid experience in sales – and that makes all the difference. It is about not only making long-term changes in behavior but also achieving measurable increases in sales in the short term.
“Sales Management Consulting Is Too Expensive”
According to the International Coach Federation’s Global Coaching Client Study, 86 percent of companies say they have at least earned back the investment they made in coaching, with the median company return coming in at 700 percent. This means many companies are seeing returns of around 7 times their investment. This figure applies to all types of coaching, but it is clear that there are a lot of financial gains awaiting those who are successful with sales consulting.
“Sales Management Consulting Will Immediately Provide Results”
When you hear how dramatically sales consulting has transformed the fortunes of some businesses, you might be tempted to believe that you, too, will see a dramatic turnaround. Although the results can indeed be remarkable, it is important to understand that it takes time to implement new strategies, analyze data, adapt approaches to make the most of what is working and put an end to old habits that do not yield good results. Good sales consultants certainly have the experience to help improvements come along far quicker than they might have otherwise, but these changes will not be noticeable overnight. Keep your expectations realistic, and your patience is likely to be rewarded.
“I Only Need One Consulting Session”
Sales teams can learn a lot from a single consulting session, but ongoing consulting is where the real magic happens. In sales, like in so many endeavors in life, practice really does make perfect. Those who are willing to put in the time and effort to improve their skills will reap the rewards, so this should be viewed as an ongoing process.
Why Sales Management Consulting Services Work
The reason so many businesses are willing to pay the price for sales consulting services is because they work. Companies that have seen disappointing sales may initially be tempted to save costs wherever possible, but those who are willing to invest in their future can enjoy incredible returns by seeking these services.
In addition, businesses that are already experiencing strong sales performance can often find ways to reach even greater heights with the strategies and guidance afforded by sales consultants.
Speak To An Experienced Sales Management Consulting Firm
If you are a business owner or manager who is looking to give your sales team an edge, speak to the experienced sales management consulting firm at RCG Workgroup. Their experts can help you put all the pieces in place for profitable, long-term growth.