Many of the security integrators that I talk with don’t have a full-time sales manager yet. Sometimes the owner oversees sales; other times a sales person with a quota fills the role; and many times they’re managed by a GM who oversees the whole company. None of these methods are wrong. In fact, it’s probably not worth the cost to have someone that manages the sales team exclusively until your company has about five or so sales people. With that said, there are a ton of helpful items that fall through the cracks because there isn’t a person whose total focus is leading the sales team… and that’s where Vector Firm shines.
There are several fundamental items that security integrators need to develop a successful sales organization in the post-internet age. However, a part-time sales manager doesn’t have the time to build these tools. Whether it’s a digital marketing presence, a unique sales message, or new skills for your sales people to be able to thrive, your company could be flat for a few years because it’s peaked in using the same methods and tools. I’ve created a program specifically to help security integrators that don’t have a full-time sales manager but need to take their sales strategy, processes, and tools to the next level.
Quick example: A security integrator grew rapidly to $4 million in revenue and was operating their sales organization like it was 1996. They were hiring sales people based solely on experience and contacts, measuring KPIs calculated by formulas developed in the 1970s, managing their opportunities in a spreadsheet, and continuing to chase opportunities instead of building a presence of excellence with the market place. After a quick assessment and visit, I developed a 12-month schedule for building their sales structure and process. Since we planned it over a year, it was manageable. I stayed engaged and helped them build the tools, but their engagement along the way is why it was so successful.
I’m excited to report that this organization is now succeeding because of their sales process and tools, not in spite of them. This is what we do – we help security integrators take their sales teams to the next step. If you’re interested in learning how Vector Firm might be able to help your sales team, please click here.
