Why?

 

Here are three time saving benefits a sales consulting firm might provide you:

 

1-      Faster problem diagnosis– sales consulting firms have pre-built diagnostic tools designed to identify the root cause(s) of sales problems.  These tools have been used many times and are commercially tested. This saves the sales leader from having to invest staff time developing proprietary tools and training the staff on their use.  An example of such a diagnostic tool would be a pre-built taxonomy of sales metrics. There is no reason to develop metrics, inputs, outputs, data cleansing methods, import/export processes, etc. when one can be provided on day one of a sales consulting project.

 

2-      Reduced organizational disruption– sales consulting firms bring with them delivery methodologies designed to fix sales problems with little disruption to the daily operations of reps and sales managers. A delivery methodology helps a sales leader properly kick off a project, collect discovery information efficiently, stream line solution development, produce quality deliverables in less time, and close out a project appropriately.  In the absence of a project delivery methodology, sales leaders waste time performing multiple project kickoffs.  They spend months gathering data with no distinction between what is and is not needed.  He/She takes too long to develop solutions due to a poorly defined problem and produce deliverables that inevitably get rejected by the field since they are not relevant.  Lastly, projects tend to linger forever, never really get closed out, because the result remains elusive.

 

3-      Elimination of time lost due to start/stop interruptions– when a sales consulting firm gets hired, the company puts their money where their mouth is signaling they are serious about fixing the problem. This moves an initiative from the bottom of the sales leadership team’s priority list to the top of the list.  The sales consulting firm’s daily presence prevents the project from slipping back down the list. This alone can cut project duration in half.

 

Unfortunately, some sales consulting firms work on a time and material basis which incents them to drag out projects as long as possible.  Steer clear of these firms. This has led some sales leaders to incorrectly assume that hiring a sales consulting firm may result in a longer time to get a result.  A quality sales consulting firm will propose projects with clear start, middle, and end date. Their project approach will have critical mile stones, deliverables, time lines, and they will tie their fee structure to these pre-determined dates.

 

A capable sales consulting firm will have worked in partnership with the sales leader to assess project risks prior to kicking off the project.  These risks should be evaluated based on their impact to the time line, should they manifest themselves. Accompanying this assessment is a risk mitigation plan that describes what will be done, and by who, to get the project back on schedule and accomplish the goal of delivering results quickly. Again, time to get results is the focus.

 

We are all on ticking clocks. The time I spent writing this post is gone forever. The time you spent reading it can never be recaptured (I hope you got take away value). As hard as we try, sales leaders cannot add a 5th quarter to the year.

 

If you have a problem and it needs to be fixed quickly, you might consider hiring a sales consulting firm to save time.

 

Sales Strategy Tour

ABOUT THE AUTHOR

Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.

 

He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.

 

Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.

 

He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.

 

Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.

 

He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.

 

Video:

 

Transforming the Sales Organization inside Fortune 500 Companies

Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.

 

A Better Way to Structure Your Sales Force

Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.

 

Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.

 

Articles

 

Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.

 

What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.

 

What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

Read full bio >