You know where your sales process excels and where it falls short. Our goal is to consult with you to put structure to what you already know and develop a results-driven action plan that is easily implemented, adopted by your team and measured for improvement.
Your Sales problems aren’t unique but your approach and solution should be. Kensei’s Consulting services aim to understand what part of your sales process needs the most attention and what adjustments can make the biggest positive impact. We focus on aligning executives, front line managers and sales professionals by giving you a common language and playbook to work from. Where can Kensei’s Consulting Services make an impact for you?
Frontline Sales Management
Frontline Sales Management effectiveness is one of the most critical components of any sales strategy. Their teams look to them for direction while executive management looks to them for accuracy and results. Kensei ‘s consulting and training services for managers focuses on their four main areas of responsibility:
- Leadership
- Coaching
- Inspection
- Forecasting
Hiring effectiveness
Having the right team in place is a key component to success and ultimately makes any strategy easier to implement and execute. Hiring is an area we need to ensure alignment and play an active role in. Kensei’s consulting services outlines a structure for a hiring process that is based on your specific criteria and allows for an objective measurement of the candidates. We also develop customized questioning based on proven Behavioral Interviewing techniques.
Objectively defining the target client
What does a great client look like to you? What are their characteristics? What does a bad client look like to you? Understanding the details and the differences between good and bad clients will help you focus your time and energy on acquiring clients that will make a positive impact for you and your business while avoiding the ones that won’t. Kensei walks you through a process to uncover the objective characteristics of your target client and give you a common language to work from.
Mapping out your territory
Once you know your target client you need to know how to target them. What approach will you use to acquire different types of clients? What resources you will dedicate? Where will you focus your efforts? What role will Marketing play? These are all questions that should be answered before you can attack your territory. Kensei will give you the structure to answer these questions and the tools you need to attack your territory with confidence.
Knowing Your Success Equation
Do you know your success equation? What do you measure besides monthly revenue targets? How many calls do you need to make to get the necessary amount of meetings to generate the revenue you need to consistently hit your target? Knowing your success equation is critical to time management and identifying the weakest link in your own sales process so you can make improvements. Kensei maps out your equation so can have a baseline to measure from.
The Buying/Selling Process
How do your clients buy? How do you sell? Outlining the details of the client’s buying process and your selling process gives you a clear picture of how a successful sales engagement should look. Objectively understanding what a successful engagement looks like will give you the power to replicate this early and often and avoid subjective information that doesn’t matter and gets in the way. Kensei takes what you already know about your selling/buying process and puts it into a simple format that gives you a common language to use when engaging with clients and managing opportunities.