Sales
To accelerate revenue growth, master the art and science of sales
Customers are evolving. Are your sales executives adjusting their organisations quickly enough? Buyers are improving their buying skills faster than sellers are improving their selling skills. Many sales organisations, however, have yet to recognise the growing divide between buyers and sellers. For years, sales organisations have met revenue targets despite flat win and conversion rates. However, these figures conceal the truth: sellers' tried-and-true sales techniques fall short of buyer expectations—a shortcoming that reinforces buyers' decision to engage sellers later in the buying process.
Today's sales leaders must adapt their sales organisation to changing times. They require sales teams to connect with prospective buyers in a new way: by providing perspectives and insights. They require sales representatives to learn how to sell in a digital environment. And they need a sales methodology to back it all up, as well as learning, coaching, and reinforcement from their sales managers and CRM. RightSource Global is required.Â
We understand that sales transformation begins with your people. We assist you in identifying the best executive talent for your sales organisation and ensuring that the executive understands how to close the performance-to-potential gap. Then we assist your new sales leader in designing an inclusive sales organisation that is prepared for the challenges ahead: one that has the right leadership, process, incentives, skills, and talent to meet any demands made by your customers.
How we can help?
In the right roles, the right sales executives and leaders. To accelerate revenue growth, the right sales executives and sales leaders in the right roles with the right skillset and mindset are required. But that isn't all. Executives must properly incentivize and support their sales teams in order for them to deliver. We collaborate with your sales executives to improve sales performance by identifying and closing the Potential Gap—the gap between where your sales teams are and where they should be.
Recruiting the best sales executives to help your team reach its full potential
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To succeed, your company must not only hire the right sales executives, but also maximise the potential of your sales team. However, because each seller is unique, you must approach their development on an individual basis. We collaborate with you to find the right executive to hire in order to maximise the potential of your sales team. We can assist you with:
Assess your sales executives against our Success Profiles to identify potential mindset and skill gaps.
Provide executive leadership development that is tailored to the executive's needs.
Identifying the future leaders of your sales organization
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Traditionally, organisations promoted their best sellers to sales managers and other positions of leadership. However, organisations are beginning to recognise that, in addition to meeting quotas, many other skills are required for effective sales management. Sales managers require a variety of skills, including soft skills, which are in short supply. We collaborate with you to:
Assess and compare your leadership to high-performing sales leaders based on their skill set and mindset. Profiles of Success
Provide leadership programmes that address identified skill gaps in high potentials.
Provide tools to coach expected leadership behaviours and improve sales team performance.
Building your ideal sales organization structure
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A salesforce must be supported by the proper organisational structure in order to succeed. Many businesses struggle to find the best structure: one that balances collaboration, efficiency, cost sensitivity, and customer needs while focusing on long-term, profitable growth. Working with the wrong structure can lead to internal conflict and reduce productivity. Our consultants collaborate with you to:
Examine your sales channels and territories for alignment with your business objectives, as well as your market segments, accounts, and opportunities for growth.
Ascertain that you have the appropriate sales roles and organisational structure in place to achieve your objectives.
Improve your sales processes, resource needs, and reporting relationships.
Improving seller enablement and engagement
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Salespeople cannot function on their own: they require assistance on multiple levels. Regular training, periodic coaching, and just-in-time reinforcement provide sellers with the support they need to consistently meet their sales targets. Our consultants collaborate with sales organisations to meet your sellers where they are and provide the assistance they require for growth and engagement. We demonstrate how to:
Set the right performance goals and metrics to motivate sellers.
Examine your current sales enablement programmes and processes, then tweak them to support your business goals.
To increase employee engagement, align incentive compensation, rewards, and recognition processes.