5 step methodology
1.Analyze 2. Plan 3. Train 4. Execute 5. Manage
Sales Analysis
Estrategy will first do an in-depth analysis of its customers organization to uncover the current strengths and weaknesses. From this vantage point Estrategy will identify internal best practices as a foundation to expand on solid existing practices already in place.Sales Analysis is one of the first steps to any organization reaching their goals. Estrategy uses a top down approach to analyze an organizations internal structure to determine if this structure is aligned with the goals the company has set for its sales team. While sales training, planning, and skills development are important, a firm must realize that its strength comes from the attitudinal foundation of the organizations sales force.
Sales Planning
Estrategy works with management to analyze current sales planning techniques. We analyze each business according to the industry factors that make each firm unique. We then develop an individual sales plan that is derived from an organization's shot term goals, but their strategic long-term vision. Our planning helps companies:
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Ensure that their corporate goals and objectives are aligned with those of the sales organization.
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Define prospect versus client/customer responsibilities.
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Provide standard methodology, procedure, instructions and formats for planning use prior to the beginning of each sales year.
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Foster sales teamwork throughout your company.
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Prioritize and focus your entire sales effort to ensure all sales phase-lines are met.
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Strengthen the qualification criteria for new business opportunities.
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Ensure greater sales representative initiative and accountability.
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Serve as a blueprint for sales efforts for the week, month, quarter, and year.
Sales Training
Training is the key to success. Strong personal sales skills are necessary to convert the prospective customer into a sale. Estrategy knows how important it is for an organization to have the best trained salespeople in the field. That is why Estrategy has world renowned sales trainers on its team that are specialized in teaching managers how to monitor train and coach the sales force. The value proposition Estrategy offers is:
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Quantifiable and measurable value added to your company and your customers
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Tools that dramatically increase sales effectiveness
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Sales force adaptation
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Standardized approach that could be used in every call
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Substantial support that increases sales productivity
Execution
The ability of a sales force to execute is paramount. The greatest sales plans or the best strategies mean nothing if a sales organization cannot make it count where the rubber meets the road. Many companies believe that execution starts with the beginning of a sales call. Estrategy believes that this step is a derived from a culmination of market analysis, marketing, infrastructure, and management placement. In order to execute effectively the sales team needs to not spend their wheels fishing for fish in a fishless pond. They need to know where the right customers are at the right time. Estrategy uses world renowned scientists specializing in advanced competitive analytics. We do an in-depth market analyze that will not only tell us who your customers are but where your customers are. We will also determine what their buying criteria are. No longer will your sales representative waste their precious time on customers that dont have the propensity to buy. As sales executives it is your job to put your people in front of the right customers. Estrategy shows you who they are. The value proposition Estrategy offers is:
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Increase appointment to interview ratios
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Standard Operating Effectiveness is increased in all prospecting activities
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Increase close ratios
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Follow-up effectiveness is dramatically increased
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Increase sales ratios
Manage
The key to a winning sales force is management. Executives and managers have to have the ability to manage the sales force in a way that will enable the company to make its goals effortlessly. How does an organization get to this level? It takes putting the right people in the right places to manage the right teams. Estrategy helps companies evaluate its staff in order to help it with placement and recruitment. We also offer our clients an Executive coaching suite, which is designed to give management the tools needed to motivate a sales organization to success.
Estrategy has also incorporated into its sales consulting arsenal the powerful iFolio software from MarketRX, our strategic partner. iFolio is a cutting edge resource and portfolio optimization tool. Based upon MarketRxs world class analytical modeling, iFolio gives customers the ability to juggle resources, efforts, products and channels like never before. This is the optimal strategic planning and management tool designed to give everyone in the sales organization the ability to do incorporate their strategic and tactical plans.