Consulting Services

Enhanced Sales Potential begins by aligning with your mission, vision, and current strategic objectives. Then, we customize our approach based on your company’s needs and priorities. Sometimes, this involves a comprehensive evaluation of your entire sales organization. Often,
our work will focus on several specific initiatives to help leverage your efforts and maximize
results, such as:

Sales process re-engineering to evaluate overall sales effectiveness
Hiring and assessment of the right talent
Strategic design for key projects and interventions
Cross-functional integration and partnering

Sales Process Re-engineering: We can help your company determine if you have the right resources and personnel to deliver your message and implement your sales strategy. Sales
process re-engineering involves an assessment of your entire sales organization, from the CEO
to the individual contributor. We identify organizational patterns and issues, both cultural and individual, that can hinder the performance and productivity of your sales teams as it relates to continued success in new business generation and new account initiation. Each manager, as
well as each individual contributor, will complete an assessment designed to identify individual
talent and key obstacles to sales performance and growth. Sales tools, compensation plans, performance management system, and reporting structure are also included in this
comprehensive evaluation. The results will determine what training and development initiatives,
both at the individual and organizational level, are appropriate for the company. A comprehensive analysis will be presented to the leadership team to promote and sustain strategic initiatives and interventions that maximize the performance of the organization. This intervention guarantees that your sales organization is aligned and ready to capture market share and fulfill your company’s strategic objectives.

What benefits will my organization receive from the Sales Re-engineering Process?

Assesses the current lost dollars due to Sales Reluctance® in the sales force
Helps you increase prospecting and increase revenue
Helps you hire the right talent for the right type of sales positions, thus decreasing lost revenue due to bad hires, turnover, lost opportunity (calculates the cost for one bad
sales hire)
Develops your sales management, providing:

Better hiring skills
Better coaching skills
Increased knowledge of how much to invest before letting someone go

Aligns compensation to desired strategic goals and accomplishments
Aligns sales tools to maximize desired performance
Helps you put the right people in the right jobs
Help you increase market share by capturing new business
Removes obstacles in each sales and marketing channel

Talent Management Consulting - Clarifying Roles and Identifying ‘Hunters’ vs. ‘Farmers’:

There are two commonly understood types of salespeople – ‘hunters’ and ‘farmers’. Hunters
are typically better at strategy and enjoy the pursuit of new business opportunities, opening
new business accounts, capturing market share, and developing a strong business network. Farmers are typically better at tactics and enjoy servicing existing accounts and up-selling new products and services to existing customers. In addition, recent studies have identified 10 sales talents (Gatehouse, 2007). We help you to identify which of your people are naturally talented
and in what areas. We help you identify the stages in your sales cycle. Within the sales cycle
itself, we identify which salespeople may be most talented to close, sell solutions vs. products, negotiate, create need, or bring other talents at the right time in the sales cycle. With this information, you can make decisions on where to assign your existing talent, how to design your sales organization and roles for maximum productivity.

Developing Senior Leadership Teams – Expanding Team Capacity: Most senior leadership teams are functioning at an adequate level. There are common limiters dictated by culture, personal advancement, politics of the company; however, by diagnosing the developmental stage
of the team and providing the tools, processes, and skilled facilitation required, the team can gain access to a higher level of functioning and productivity. According to author Patrick Lencioni in
“The 5 Dysfunctions of a Team,” a team cannot attain higher levels of functioning until the fundamentals are in place. This program not only identifies at what level the team is operating,
but then works to put into place the missing pieces to allow the team to expand the capacity for accountability and achieving results.

360 Degree Evaluations: There are two common situations that prompt companies to invest
at such a high level in key employees. The first is when this high potential employee is causing problems in the company and the company must decide if and how they can salvage this
employee. The second is when a company wants to know how best to develop this key
employee and where and how their highest potential can be actualized. Dr. Musser can
provide interview based 360 Degree Evaluations to provide confidential feedback of the
highest quality.

Facilitation of Key Off-Site Management Meetings: When leaders are bringing together key partners in a company to craft a new direction, make key decisions, organize for a future project,
or strategize for the future, an outside facilitator makes sense. Dr. Musser is experienced in
guiding teams to achieving the desired outcomes and brings keen intuitive skills to read the room, strong leader skills to keep the group on track and on task, and experience & confidence that creates the safe environment that engages maximum participation and input.