- Analysis of Sales Compensation plans versus industry averages
- Salaries vs Commission / Bonus structure
- Does the Business Plan align with the Comp plan?
- Is Comp Plan designed to drive Professional Services (software/support)?
- Revenues YTD versus Plan
- YOY Revenue
- Does the 80 / 20 rule apply?
- Is there a sliding scale relative to hardware to increase revenues?
- Is there a greater % of payouts for PS versus Hardware?
- Are payouts based on revenue or margin?
- Are payouts based on invoicing or date signed?
- Payouts and percentages on Hardware vs Professional Services / Maintenance / Support
- Are territories structured for maximum efficiency?
- What training methods are in place for new hires?
- Is current plan delivering desired results?
- Recommended changes
Detailed Analysis of Effectiveness of Current Sales Team
- CRM application in place and being used?
- What metrics/reports are available?
- Understanding ratios (Calls per Oppty / Calls per Proposal)
- Identifying Deficiencies / Areas of Opportunity:
- Product Knowledge
- Proficiency in Vertical Markets
- Activity (calls per week/ratio of current customer calls to Net New calls)
- Time Management
- Organization skills
- Account Research / Leveraging Social Media
- Introduction / Elevator Speech
- Proficiency Relative to Discovery Calls
- Proposal crafting / ROI – based
- Presentation skills
- Level of comfort in the PS space
- Objection handling
- Closing skills
- Forecast accuracy
- Trending (MOM / YOY)
Motivational Speaking Engagement (on-site)
- “Start with WHY” / People care more about your “Why” versus your “What”
- What is your motivation or purpose in life?
- Can you fulfill in your current role?
- Are you hardwired to excel in the Sales arena?
- What is your Goal? Is it SMART?
- Specific
- Measurable
- Achievable
- Realistic
- Time Sensitive
- Getting comfortable with being uncomfortable
- Pushing through roadblocks
- Getting comfortable in the Service / Software / Solutions pace
- Why Me / Why my company / Why Now
- Mediocrity is a great exit strategy
1:1 Coaching / Reviews with Sales Management / Single Engagement or Ongoing at Regular Intervals
- Coaching (Sales Leaders / Managers)
- Developing Minimum Standards
- Activity (calls per week)
- Current customers versus ZBA ratios
- Ratio of Calls / Oppty & Calls / Quote
- Proposal Templates
- Presentations
- Setting Expectations
- Determining Individual Needs
- Recruiting Quality Talent
- Mentorships for New Hires
- Prep for Monthly RAP sessions
- Measuring the Effectiveness of each rep
- Developing Metrics
- Leveraging CRM reports/data
- Leveraging Alliance Partners
- Personal Goals versus achievement
- Holding reps accountable
- Weekly Team meeting prep
- Effective Role Playing
- Leading by example
- Ride days in the field
- Frequency (suggest Quarterly)
- On-site/Off-site
- Contract Terms-(Quarterly-to-Quarterly / # of years)
1:1 Coaching / Reviews with Individual Sales Reps / Single Engagement or Ongoing at Regular Intervals
- Coaching / Review (Sales Team)
- Activity
- Performance (Results)
- Trends (performance over time)
- Ratio of Calls / Oppty & Calls / Quote
- Pipeline Health
- Forecast Accuracy
- Introduction / Elevator Speech
- Establishing credibility/rapport
- Why the need to be proficient in the PS space
- Keeping it Simple
- Crafting proposals/presentations
- Proper positioning
- Pencil selling
- Getting inside the numbers
- Leveraging Data Analytics
- Leveraging LinkedIn / Sales Navigator / Social Media Platforms
- Focus on ROI
- Leasing versus purchasing
- Creativity
- Presentation skills
- Benefits versus features
- Handling Objections
- Closing skills
- Frequency (suggest monthly)
- On-site/Off-site
- Contract Terms-(Monthly-to-Month / Six months / # of years)
