Set-Up and Initial Planning
We will have a consulting engagement to develop a "Go-to-Market Strategy" or "Sales Plan" for the effective campaign and follow-up of sales and marketing efforts.
Training session on all client's products and services, infrastructure, processes and procedures (Initial knowledge transfer from client). Additional training sessions will occur once the team has been developed and the client should plan on developing product and service training sessions throughout the year.
Recruitment and Hiring
We will define the goals and budget in advance and when decided will build a recruitment plan. The plan will be on-going and as part of the sales campaign. Our goal is to have the sales representatives trained and ready to start within a 4 to 6 weeks, while replacement rep (if needed) will be hired as soon as possible.
Our Client will have the ability to conduct final interviews with all sales candidates if so desired. M-Agine Consulting will provide our experience in recruiting to overcome the natural attrition that will occur with this and any other sales effort.
Sales Management Methodology
All Extended Presence Sales Representatives are coached, managed, mentored and trained according to our specified "sales activity" parameters.
The bulk of a salesperson's performance can be judged against hard numbers and sales results.
Each sales representative follows a schedule of expected daily/weekly/monthly performance metrics.
These metrics are tracked and analyzed on a consistent basis.
Extended Presence also utilizes a solution selling methodology to uncover and solve your end client's pain points, understand their true business issues, budgets, decision processes and buying habits
Execution
Upon completion of initial training, each sales professional will be deployed into their appropriate target market.
The sales professional's initial focus will be dedicated to prospecting, networking, setting up sales calls and participating in and/or conducting sales meetings.
Additional focus will also be directed towards product training, as well as the Extended Presence Sales Management Methodology.
Extended Presence will work in a conjunctive effort to rollout sales and sales management into the designated targets
Sales Training
Training starts with hiring the right team, with the right sales background, and the initiative and ability to fit with in our solution selling & activity based sales methodology. We look to each client to assist with product and services knowledge, company background information and appropriate sales support services. Sales representatives are trained to consult with prospects and clients in order to uncover their pain points and solve real business issues.
Sales Team Monitoring
Each sales representative is closely monitored on their:
Sales Tools (CRM)
M-Agine Consulting can utilize a clients existing CRM application or can implement SalesForce.com (at an additional pass through cost) on behalf of the client. All of our Client Sales Managers are trained on SalesForce.com and have the ability to open up access for our clients to be able to view all. We will develop pre-defined processes through salesforce.com and will allow your managers to see the progress through dashboards.
http://www.salesforce.com/
Weekly Reporting
your Client Sales Manager will conduct weekly sales meetings with all sales representatives under his/her direct management to report and discuss the following:
Total Closed Business
Prospecting Activities
Overall Prospect Pipeline
Sales Plan for the Week
Product/Market Validation
Message/Value Proposition Testing
Sales Processes that are working/need adjustment
The effects of marketing campaigns and results
Opportunities missed
Critical Success Factors
There are certain elements to any given direct sales campaign effort that lead to success. Examples of these elements of the campaign that will require Extended Presence on:
Marketing & Lead Generation efforts that builds a solid pipeline
Value Proposition and Selling Proposition customization
Sales strategies pertinent to initial offerings and pricing
Sales Engineering Support
Sales Incentive Programs
Strong Prospecting with the right value proposition and appointment setting activities
Sales Process
Allowing a hunting organization to quickly saturate a market with the right sales process, selling propositions, value propositions and sales tools that are supported by marketing and sales engineering (when needed) has led many companies to a successful direct sales effort. Extended Presence has taken a collective best of breed selling methodology and has improved, enhanced, tested and adjusted this methodology to develop a winning approach to launching new sales teams
White Papers
/Documents/M-Agine why outsource sales.pdf
Why consider sales outsourcing