Sales Consulting
Client Comments: Online Software
"We realized that to grow we had to institute formal training and hiring practices. Online Software used Tom Martin’s very detailed sales training proposal to create the new training department in about six months. The enhanced skills of the sales team, along with acquisitions, helped the company go from about $25 million in revenue to about $125 million, over the next few years."- Dan Harkins, former VP Sales, Online Software International, on the value of Tom Martin's 89 page plan for a sales training department at OSI.
You might not want to "outsource" much of the actual sales process, of course, but organizations in the midst of change and growth might see real value in getting outside help with some of the tangential aspects. The following list will probably include a few key activities that you might not handle well internally—or could handle very well if you had time to make them a priority. TM Consulting can assist you in all these areas and more:
- Assess need for additional sales training & effectiveness of programs used in the past;
- Develop sales training plan, involving both internal and external resources
- Develop a general sales plan or specific components, such as "major accounts" or a specific "vertical."
- Develop draft compensation plan(s), within the guidelines you set; develop an automated system to administer comp plans, using TM Consulting and our partners
- Research options for regional sales offices; open a regional office
- Assist with recruiting a special sales team
- Develop a plan to launch a new product or service; manage the launch, in cooperation with your team
- Identify and then penetrate a new market
- Provide temporary sales management while you recruit/hire
- Assess effectiveness of sales reps’ use of current CRM; Evaluate and recommend alternative CRM tools
NOTE: Several of the projects listed above, under "Marketing Consulting," are obviously related to "sales" as much as marketing. Likewise, some of the projects listed under "Writing," such as the 89 page proposal for a sales training department for Online Software International, focused on sales, directly or indirectly as well.