It wouldn’t be an exaggeration to say that suboptimal sales operations can sink a business. However, stagnant or slowing sales don’t always have to spell disaster; skilled sales operations consultants can help companies turn all manner of undesirable sales situations around and enjoy greater profitability.
Even businesses that are performing well can often benefit from giving their sales operations a boost. According to a survey carried out by McKinsey & Company of more than 12,000 sales professionals across 90 companies, the top quartile of companies demonstrated best practice on just 60 percent of the sales operations capabilities identified. Moreover, just 28 percent of those surveyed were using cutting-edge sales technology in sales operations functions.
In other words, if your business has been overlooking this important aspect of sales, you’re in good company — but if you want to break out of the mold and breathe some new life into your sales operations, consultants are one of the best ways of getting there.
What Does A Sales Consultant Do?
No two businesses are alike. In fact, if you asked 12 different businesses to describe their sales operations, you would probably get a dozen very different answers.
The work of sales operation is multifaceted, with data management, sales forecasting, training, evaluation, strategizing and performance management all part of the job. It’s very difficult for anyone to excel in all of these areas, but sales operations consultants can help sales operations teams make the most of their strengths and correct any shortcomings. Sometimes it’s that bigger-picture perspective that only an outsider can bring that makes all the difference.
Ensuring The Efficiency And Effectiveness Of A Company’s Sales
Are your sales operations as efficient and effective as they could be? Few businesses can honestly say that they are. The truth is that there’s always some room for improvement — the trick is knowing where and how to make those improvements to get the best results.
Let’s take the example of sales forecasting. You probably already know that the key to forecasting sales is recognizing past trends. But how can you best accomplish that? Another example is goal setting. Setting goals for a sales team is vital, but how do you know if you are setting the right goals that will motivate but not frustrate? Sales consultants have these answers!
Support The Company’s Sales Teams
Sales operations consultants can show businesses how to best support their sales teams so they can bring in more high-quality sales. Even the best salespeople are going to encounter roadblocks, and consultants can provide insight into how to overcome these challenges and come out stronger.
Did you know that half of the executives underperform when they are making the leap into a new position? According to Gartner, those who are taking on new roles in sales operation sometimes need a little help accelerating their transition, and that’s another area where sales operation consultants excel.
Of course, it’s not just about the team. Sales and marketing tools can go a long way toward helping businesses meet their sales goals, and consultants can advise on which tools best align with your business’s aims and culture. Whether you just need some help leveraging your CRM software or you need new solutions entirely, it’s a huge mistake to overlook the utility of the many tools that are available to modern businesses.
Creating, Evaluating and Optimizing Data Of Sales
There’s no denying that technology has changed our lives dramatically in recent years, and sales operations has also undergone a pretty big transformation. If you’re not already using Big Data to your advantage, sales operations consultants can help you learn how to identify strategic insights and drive your sales performance in ways that meet the needs of your company.
If that sounds complex, that’s because it is — but good consultants can demystify this and show you how to use it in a way that makes the most sense for your company.
Knowing how to sort through the mountains of data available to today’s sales leaders and use it to make data-based decisions can improve sales from all angles, whether it’s the sales process itself, sales compensation or anything in between.
Contact A Sales Operations Consultant
With the changes in the selling landscape and advancements in technology, sales operations are taking on even greater importance when it comes to shaping strategies and the business’s success overall.
Improving sales operation might sound intimidating, but taking that first step can really pay off. Many companies that undergo sales operations consulting enjoy some quick wins early on in the process that can make a tangible impact on performance and encourage them to continue.
If you’re ready for help growing in today’s complex and rapidly evolving business environment, get in touch with the sales operations consultants at RCG Workgroup to learn how you can drive positive change.