Onsite Programs - Sales and Business Development
Sales Best Practices Diagnostic / Sales Assessment

Description:
Would you like to confidently pinpoint the greatest leverage point for your sales organization?

Our sales experience and sales research tell us that most sales organizations are facing at least one of the following 5 key sales problems:

1. Unclear sales account strategies for key accounts.
2. Trouble getting in the right rooms to win business.
3. Lack of a concise, convincing message for customers.
4. Inability to sell solutions and/or sell to executives.
5. Giving up too many concessions to win the business.

Our proven LSA Sales Best Practices Diagnostic Tool™, is based upon multi-industry sales best practices and sales research.  The pinpoint results provide targeted sales recommendations for increasing profitable sales revenue in the following areas:

 I.  Strategize and Plan: Creating winning territory, customer, and sales team strategies that maximize revenue across 10 key areas.

1. Ideal Customer

2. Decision Makers

3. Decision Making Process

4. Buying Process

5. Competition

6. New Sales Hires

7. Customer Service / Support Alignment

8. Systems Engineer Alignment

9. Marketing Alignment

10. Channel Partner Alignment

 II.  Generate Sales Opportunities: Finding and influencing the right customers across 7 key areas.

1. Planning

2. Meeting

3. Qualifying

4. Discovering

5. Referring

6. Differentiating

7. Closing

 III.  Communicate and Present: Creating clear and convincing messages that shorten the sales cycle and increase revenue across 4 key areas.

1. Customer Frame

2. Style

3. Approach

4. Impact

IV.  Sell Solutions: Selling business solutions to executives and decision makers across 5 key areas.

1. Business Value

2. Executive Selling

3. Selling Support Solutions

4. Relationship Building

5. Big Deals

V.  Negotiate: Increasing win rates and maximizing margins across 3 key areas.

1. Concessions

2. Relationships

3. Outcomes

Results
The output of the sales assessment is the LSA Sales Results Blue Print™.  This sales blueprint provides the information and action steps necessary for you to address your most critical sales issues and sales goals.

Combining the results from our LSA Sales Best Practice Diagnostic Tool™ and face-to-face interviews with internal stakeholders, we create a report outlining:

1.      Sales Manager Baseline Measurement: A detailed analysis of how your sales managers perceive their group’s current skill set in the 5 key sales best practice areas and what it needs to be to succeed.

2.      Sales Force Baseline Measurement: A detailed analysis of how your sales force perceive their current skill set in the 5 key sales best practice areas and what it needs to be to succeed.

3.      Sales Best Practice Gap Analysis:  What the results say about you and your competition.

4.      Sales Action Plan:  A prioritized action plan outlining what, how, and when to invest in your sales function to succeed.

Target Audience
Sales executives, sales managers, and sales professionals.