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Sales Consulting
Sales Consulting
Wendt Partners utilizes a variety of proven tools and methods for sales consulting engagements. Clients begin with a Business Growth Assessment and then proceed with a combination of consulting and coaching services using advanced methdologies such as these.
Sales Consulting Methods
- Sales Funnel Process - Examines each component in the sales organization against key metrics organized in stages.
- Gap Analysis & Goal Alignment - Identifies key gaps in the current sales model and focuses resources on those areas.
- Sales Pain Charting - Process for developing probing questions and discussion topics that uncover and respond directly to customer pain points.
- Decision Tree Matrix - Structures the sales process flow in coordination with key components in the buyer decision process.
- Sales Competence Model - Assesses individual sales performance in light of sales knowledge, skills, mindset and core motivators.
- Buyer Persona Modeling - Development of conceptual descriptive buyer archtypes to sharpen sales strategy and responsiveness.
- Lead Scoring - Methodology used to rank prospects against a value scale based upon explicit and implicit factors.
- Potential Gain Analysis - Examines possible changes in sales process and deployment in light of potential productivity or margin impacts.
- Span of Control - Reviews sales managment methods and structure against factors that assess likely outcomes in light of controllable and uncontrollable factors.
- Conversion Rate Benchmarking - Identifies the factors involved in prospect qualification into opportunities, and ultimate conversion into customers based upon key indicators.
- Customer LTV Analysis - Assesses customers against the Life-Time Value (LTV) of each account against bencharks and categorizes for sales planning and focus.
- Sales Capability Index - Individual and team assessment of sales capability focused in culture, process, aptitude and approach.
- Top-Line Growth Model - Examines business strategies directly or indirectly responsible for generating new revenue and focusing resources on creating effective growth pathways.
