Our Sales Assessment and Planning is ideal for the security company that has seen their growth flatten, or might still be in growth mode but feels the “wheels falling off” their sales vehicle. It’s also beneficial for the business that hasn’t made any changes in a few years and would benefit from a third party who understands the security industry taking an objective look at their sales operations.
Our Sales Assessment and Planning delivers an honest and objective assessment of your sales strategy, processes, and tools, illustrates the gaps between your current positioning and where you should be, and provides dozens of suggestions for improvement. Finally, we identify the top one to three initiatives that you must tackle and provide detailed guidance on the steps you need to take to fulfill these initiatives.
Below are three examples of outcomes that a few of our clients have enjoyed. I’m providing these examples because I want to stress that our program is more than just an assessment – we deliver 60 – 80 recommendations, with one to three immediate initiatives that need attention. We then work through our report so you fully understand it, and then hold three accountability calls to encourage action. In short, our program points you in the right direction that will generate growth.
- I worked with a security integrator in 2013 that had multiple offices – all working very well and growing. The Regional VPs that ran each office were proud of their autonomy and entrepreneurial spirit that guided their growth. However, our assessment uncovered significant efficiency and benefit that could be gained from leveraging each other and their corporate office. At first, this was resisted as taking away their individual touch and ownership. Fortunately, we laid a high level plan of specifically where the leveraging could benefit them (shared vertical market focus, on-boarding, common CRM practices, etc.); and where they should keep their individual tailoring (unique vertical markets, sales coaching, etc.). Within six months there was buy-in, and by 18 months growth was continuing at a higher pace than before. Leads were driving into the regions because of a common marketing plan, sales was now utilizing the CRM system because a common best practices was adopted, and they were getting more and more creative from the collaboration.
- This one is easy. In late 2012 / early 2013, I conducted a sales assessment and planning session with a security integrator. Their primary goal was to determine how to get their team to sell more hosted and managed services, so I tailored the approach to meet their requests.
By using a few ideas that I provided, the sales team’s year-over-year growth of RMR from Q1 2013 to Q1 2014 was 6x. Point of clarity – the team was doing a decent job in 2013, so the 6x factor wasn’t based on minimal sales… this was significant growth. Our client took a few ideas and implemented them … that’s it. No magic, no silver bullet … just ideas from a third party expert in security sales.
- In 2011, we worked with a manufacturing client. Part of our assessment was an analysis of their losses – why did they lose sales opportunities? The data showed that the majority of business they lost was specified work. Their competition was being specified into the projects by the consultants. Once we showed their CEO the numbers, he was convinced that they needed to make an investment in working with consultants and A&E firms. Within 18 months, they were being included in dozens of specifications every quarter (that they knew of), making the growth of new sales dramatic and the protection of current business much more stable.
If you’ve been curious about our services, this is the easiest one to start with. It’s a short term project at a reasonably low price and just one idea could turn around or accelerate your sales team. If you’d like to learn more about how it could help you, please click here.
