CONSULTING

My consulting approach

I’ve been with companies as they’ve changed their sales model, experienced Sales Leadership turnover, strategically doubled their revenue and team size, changed their product lines and messaging, and even as they got lost along the way.

I’ve had the opportunity to work both with visionaries and those intimidated or unsure of the right way forward. I bring to my clients not only experience, but a belief that people have unlimited potential for growth and change. I believe that the sales function is an important and vital role in any organization. If you don’t believe that – you probably don’t want to work with me.

That all said, whether I step in as an interim Sales VP while you conduct a national search, or as I come in to do a health check to identify areas that are holding you back from faster revenue growth – I come in as a learner. Curious. It’s important to me to ask the right (and sometimes hard) questions, to learn what makes your company and your teams successful – or not. The last thing you want to have is a ‘know it all’ running around your company. You have a strategy and a plan, the more I learn, the more I can contribute to where you are headed. My ability to connect to your team and understand your business is how I can contribute the most. I look forward to meeting you and your team, and being a part of your success.

let's work together

Consulting services

Interim sales leadership. Sometimes organizations experience changes and need a professional to step in and lead a sale team while they hire, reorganize or manage through the change.
Sales organization health check. Don’t know where to start with training? This assessment is focused on efficiently identifying the areas of high value focus for improvement based on reviewing goals, results, gaps, trends and individual and team competencies.
Sales leadership coaching. Having a strong leadership team is the best thing for accelerated growth. It’s the best leverage any company has to keep their sales teams motivated and performing at a high level. Giving your sales leadership individual coaching could be what sets you apart from your competitors and drive significant growth.
Sales rep coaching and mentoring. In the moment coach with real world opportunities, pipelines, RFP’s, at risk accounts, etc. this is learning in action. It makes a difference).
Sales process development. Don’t have one that drives sales team behavior and consistency? Let’s figure it out together, build it, then train and coach one that fits your organization, capabilities and customers. Build a playbook for your team to have a shared approach.
CRM and sales process alignment. Make sure your technology supports your strategy and that you have the data and metrics you need to drive success.

Have you found yourself asking these questions?

How is my team selling? Can we be better? What’s in the way of our progress?
Am I investing enough time and energy into improving my teams selling skills?
Is our selling process connected to what our customers need and want?
We are making role and responsibility changes for better alignment with our customers. What sales training do I need to help set clear expectations for the team in their changing role, and how do I make this change a success?
Do we have a shared sales process, methodology and language to support our sales goals?
Does our sales team feel as if we are investing in their personal and professional growth?
Am I clear on the challenges my reps face in the market place and am I providing them the support they need?
Do I know where my sales efforts are stuck or challenged? And, do I have a strategy to fix these? Do I have reps or new managers where consistent coaching and skill training will help propel our sales growth?
I have a Sales Rally coming up, as the Sales VP am I well prepared for the event? What should we include to make it a success? Do we need skills refresh? Are we building interactive sessions for the team?

"IT IS NOT THAT I'M SO SMART. BUT I STAY WITH THE QUESTIONS MUCH LONGER." --ALBERT EINSTEIN