Our Approach
Measure
Decide what exactly we will target our improvement efforts upon. What sales output: lead generation, needs assessment, negotiation, closing?
Analyze
In this step the team begins teasing out facts and numbers that offer clues about the causes of the problem. What skills sets are missing? Is the sales process flawed and inhibiting the sales effort? Is the sales presentation lacking in necessary impact? Are presentation skills missing?
Improve
This step-solution and action-This is where solutions are developed, proposed and tested. Examples: Executive sales training, management training, crafting of a new sales process, compensation refinement, leadership training, customer loyalty programs and such.
Control
Avoiding the “snapback” to old habits and processes is the main objective of the control step. Ultimately, having a long term impact on the way sales people work and ensuring that it lasts, is as much about persuading and selling ideas as it is about measuring and monitoring results.
Define
This first step sets the stage for the project as a whole and often poses the greatest challenge to the team. Here we ask what is the problem that we want to solve?