Intelligent Sales Outsourcing Solutions Since 1998

Intelligent Sales Outsourcing Solutions Since 1998

Sales Focus, Inc.

Sales Intelligence Methodology

S.O.L.D.™

1.  Phase I – Study

a.  Review of Current Business Environment

i.  Business Plan Review

ii.  Review Perceived Market Presence – Customers, Employees, Partners

iii.  Review Executive Goals & Objectives

b.  Existing Sales Strategy Overview - SWOT

i.  Review Current Market Position

ii.  Review Key Differentiators

iii.  Review New Revenue Opportunities

iv.  Review Competitive Landscape

v.  Review Current Organizational Layout

Phase I Deliverable – Executive Summary of Current Sales Environment

2.  Phase II – Organize

a.  Staffing Plan

i.  Organizational Layout

ii.  Job Descriptions

iii.  Commission Plans

iv.  Quota Alignment to Corporate Objectives

v.  Implement Recruiting Process

b.  Tactical Sales & Marketing Revenue Generation Program

i.  Develop Executive Sales Strategy

ii.  Identify/Target Sales Channels

1.  Develop Ideal Client Profile

2.  Develop Ideal Partner Profile

iii.  Align Sales Strategy to Corporate Goals

iv.  Develop Elevator Sales Pitch

v.  Verify/Develop Content for Collateral Material

vi.  Identify Competitive Landscape

vii.  Develop Service Level Agreements (SLA’s)

c.  Sales Processes

i.  Lead Generation & Conversation

ii.  Forecasting Tools

iii.  Sales Support Requirements – Technical, Financial, Marketing, etc.

iv.  SFA/CRM Tool Recommendations

v.  SFA/CRM Technical Requirements

Phase II Deliverable – Customized Sales Tool Kit

3.  Phase III – Launch

a.  Sales Toolkit Implementation

i.  HR Onboarding

ii.  Sales & Product Training

iii.  Technology & Operational Training

iv.  Role Playing

v.  Launch Sales Force “Feet-on-the-Street”

Phase III Deliverable – Sales Managers Tool Kit

4.  Phase IV – Direct

a.  Implement Sales Management Tools

i.  Develop Reward & Retention Programs

ii.  Implement Sales Management Tools

iii.  Ongoing Sales & Product Training

iv.  Daily Activity Metric Management

v.  Pipeline Development

vi.  Opportunity Forecasting

vii.  Weekly Calibration Calls with Clients

viii.  Sales Plan Revisions

ix.  Manage SLA’s to Meet Client Expectations

Phase IV Deliverable – Scalable Program Success and Growth

Intelligent Sales Outsourcing Solutions Since 1998