Sales consulting firm

 

 

Here are the results:

 

#1 – Head Count – hiring for reps and managers is up.  For example, in software and business services hiring is up by as much as 30%.  This has sales leaders investing in recruiting services, competency based selection methodologies, and on boarding programs.

 

#2 – Lead Generation – the bleeding edge sales force segment has validated the impact a modern lead generation program can have on sales results.  The world is watching and is ready to replicate their successes.  This has created budget for content marketing, lead management methods, and marketing automation software.

 

#3 – Sales Process – with more leads being generated, the importance of converting these leads into customers has been elevated.  Chief Sales Officers are funding projects that standardize the way reps engage with prospects.  An interesting trend to pay attention to, however, is that these dollars are not going to the sales training companies who market off the shelf sales methodologies.  Instead, these dollars are being spent on mapping the unique buying processes of specific market segments.  It may be that the lack of verifiable results has finally caught up with the sales training industry.

 

#4 Sales Management Training – VP’s of Sales appear to have acknowledged the order of magnitude increase in the level of difficulty of the front line sales manager’s job.  More knowledgeable prospects, highly sophisticated sales technologies to master, and an army of competitors chasing every deal, have turned the sales manager’s job into one that requires a skills increase.  Companies are meeting this challenge with funding for formal sales management training programs

 

Why you should care?

Budgets are up.  Is yours?  Are you still fighting with the CFO for dollars to fund sales effectiveness programs?  What are the competitive implications of starving the sales force?

 

If you have secured investment dollars, are they being spent on the four items above?  Are you investing in yesterday’s play book (remember the days of “negotiation skills training”)?  What are the implications on your 2013 budget if the bucks spent this year do not generate results?

 

Are there other items to invest in?  Sure.  We got a fair number of responses for channel optimization, inside sales build outs, key account management programs, and new incentive compensation programs.  Yet, the 4 items I call out in this post dominated the answers. They lead the pack.

 

Call to Action:

 

  • Eye ball test your project list. Are you investing in these areas?
  • Don’t pay any dumb taxes.  Many have come before you.  Benefit from their experience.
  • Be sure to have a project objective, measures of success, a time line, and clear deliverables for any project you stick your neck out for.

 

Sometimes the sales consulting firms can, um, try to push their agenda :).  If you are a sales leader, and are funding areas outside of these four, let us hear about it in the comments below.

 

BTW – Have you seen the new eBook from Matt Sharrers?  It has been read 847 times already.  It was released only 5 days ago.  We at the firm are very proud of Matty’s work. After reading this, you will see why. If you want a copy, click on the icon below.

 

VP of Sales Ebook

 

 

Follow @GregAlexander

 

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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 >