Would you like your company to see an increase in sales? Few businesses would answer “no” to this question, but achieving better sales can be a big challenge. If your organization is not getting the results you want from the traditional approaches to boosting sales, it may be time to enlist the creative mindset of sales management consulting.
What Is Sales Management Consulting?
Sales management consulting is the practice of helping organizations find greater performance by analyzing any existing problems and developing plans to improve them. Sales consultants offer external advice and expertise related to operations, strategy and technology that can assist with all types of sales.
According to SkilledUp, 1 out of 8 jobs in the U.S. are full-time sales positions. That means that 13 percent of American jobs are focused on sales. If you’re thinking that all this competition cannot possibly be good for your business, think again. The fact that there are so many sales roles in the workforce means that sales consultants have a huge body of data to draw upon when directing companies like yours toward approaches that work and steering you away from ineffective methods.
How Is It Different From Sales Training?
Although they have some facets in common, sales consulting and sales training are not the same. Consulting adopts a big-picture view of a business, whereas training is more focused on instructing salespeople on carrying out specific tasks and duties.
What Are The Top Sales Management Consulting Services?
The scope of sales management consulting is incredibly broad because so many factors go into an effective sales process. When you hire consultants, here is a look at some of the services they might offer to help improve your bottom line.
Sales Compensation Consulting
Offering the right incentives and compensation can be incredibly motivating to salespeople, and consultants can help organizations create a well-defined compensation plan.
Developing an appealing sales compensation package without breaking your budget can be difficult, but sales management consultants have the experience to point organizations toward competitive and effective packages.
A sales compensation consultant can take a look at your firm’s existing incentives to see how well they align with your objectives and how they can be better balanced. When salespeople understand their compensation structure and know exactly how they can earn incentives, it can boost their morale as well as their productivity.
Sales Culture Consulting
If the concept of a “sales culture” sounds a bit fuzzy to you, sales consulting services can help you embrace this idea and make it work for you. Sales culture plays an important role in everything from productivity to revenue, and it can influence your sales teams’ attitudes and habits. Consultants can show you how to create the right atmosphere for promoting communication, hard work and creativity among salespeople.
Sales Negotiation Consulting
There is no shortage of information devoted to the art of negotiation. It has also been the subject of plenty of research in recent years and sales consultants draw upon that knowledge when guiding your company to maximize sales. A study by Velocify showed that just 60 percent of sales reps actually meet their quotas, so most companies have a lot of room for improvement in this area.
Sales negotiation consultants can help with every component of successful negotiation, from knowing when to say yes to understanding the risks and rewards involved. They can also suggest the right tactics to help your business reach its goals and keep prospects engaged enough to see the process through to the end.
Sales Operation Consulting
Negotiation might get most of the attention in traditional approaches to improving sales, but good consultants recognize the value of effective sales operations. After all, when sales take a hit, the whole business can suffer. Sales operation consultants analyze a business’s sales processes to look for areas where positive changes can be made.
Customer analytics and segmentation can help businesses find the ideal target audience and uncover how they can deliver value to this group. They can also help a sales team overcome any hurdles that are preventing them from reaching new heights.
This can be particularly valuable to new businesses that are struggling to determine the right tools to support their sales processes.
Sales Performance Consulting
Consultants often find that salespeople could use some guidance when it comes to engaging with customers and building trust. Telling stories and using metaphors are two science-based approaches that can effectively appeal to emotion and build that all-important salesperson-client bond.
If you have any doubt about how nicely making the effort to improve your sales performance skills can pay off, consider this: a study by the London School of Business found that people retain anywhere from 65 to 70 percent of the information shared in a story, compared to just 5 to 10 percent of the information that is conveyed via sharing statistics.
By grabbing a customer’s attention with an interesting story, salespeople can actively engage prospects in the type of meaningful conversations that lead to sales and repeat business.
Speak To An Experienced Sales Management Consulting Firm
If your sales department could use a boost, speak to the experienced sales management consulting firm at RCG Workgroup to learn how their creative minds can help you improve your processes in a way that maximizes sales.