SalesMedics customized solutions are practical, repeatable, scaleable, and adaptable to your market, customers, products and corporate culture. Our well seasoned consultants can develop solutions independently or in conjunction with your project team. A detailed description of all SalesMedics Sales Solutions is provided below.
To request a complimentary consultation of your organization’s sales health, call SalesMedics at (877) 821-5557 or email us at clientservices@salesmedics.com.
SalesMedics Sales Solutions
Detailed Descriptions
SalesMedics Sales Process Appraisal (SPA)SM
If your sales were flat and you just did nothing what would be the result? Unanswered sales problems ultimately cost your organization sales, time and money – sometimes a lot of money. SalesMedics Sales Process Appraisal (SPA) SM is a foundational tool designed to specifically evaluate your selling process and environment.
Utilizing a systematic approach rooted in human performance technology, our team of sales consultants will analyze the effectiveness of your current sales process and model against established benchmarks within your industry. SalesMedics SPASM redefines your “fuzzy” organizational goals into concrete, measurable behaviors.
SalesMedics SPASM also includes an analysis of performance barriers that inhibit productive sales growth. We examine all factors that impact excellence in your market including sales tools, systems, compensation, hiring practices and incentive programs. We look at your business from your customer’s view and provide your organization with a realistic third-party perspective.
At the conclusion of our appraisal, your company will receive a comprehensive SPASM
report that will detail the gaps in sales performance and provide organizational and tactical strategy recommendations.
SalesMedics Job Profiling
Most sales representatives fail to perform to expectations because they do not fully understand their role within the sales organization. Sure, you may have a job description but are the roles and responsibilities clearly defined and are they behaviorally-based? Is it current and can you measure the outcomes of the sales tasks? Are expectations clearly communicated? Is the job in alignment with the organization’s goals?
SalesMedics takes the guess work out of the sales job by succinctly defining the core competencies that give your sales organization its edge over the competition. SalesMedics Job Profiling Report identifies all job-related critical tasks, measurable outcomes and definable skills that are used for hiring criteria, career development, and performance management.
SalesMedics Mastery Sales Training (MST)SM
Isn’t the purpose of sales training to transfer the mastery of selling skills? Why then do most sales representatives feel insecure about their selling skills even after they complete training? Shouldn’t your sales team be confident enough to execute critical skills the day after they complete training? When the solution is training, SalesMedics is the answer.
Linked with the Job Profile Report, SalesMedics identifies critical job skills and then develops (or repairs) competency-based training applying sound adult learning principles. SalesMedics Mastery Sales TrainingSM will give your sales representatives the “edge” necessary to effectively represent your products, meet your customer’s needs and close the sale.
SalesMedics Mastery Sales TrainingSM focuses only on relevant selling skills and knowledge needed to make your representatives successful. We implement a blend of skill development experiences including classroom, simulations, online distance learning and mentor programs. We also make skill development fun through the use of technology such as video MP3 players and podcasts. When appropriate, we recommend and design job performance guides eliminating time consuming and expensive training.
SalesMedics Sales Leadership Training (SLT)SM
Once the hiring and training are completed, a sales person’s success or failure is contingent upon the guidance of your sales leadership team. The key to developing effective sales people is effective leadership. The sales manager plays a critical role in developing successful sales people.
Our customized SalesMedics Sales Leadership Training (SLT)SM program is practical and helps sales leaders manage the execution process through strategy development, personal coaching, motivation strategies, performance management and leadership development.
SalesMedics develops leaders who shape winning sales teams that consistently execute the sales strategy and exceed organizational sales goals. No “touchy, feely” workshops here!
SalesMedics Sales Recruitment and Selection
You can have “bleeding edge” products and a receptive market but do you have the best sales people to represent your products and your company? The wrong person in the wrong job can cost your company sales and important customer relationships. It can also be a constant source of headaches to your sale leadership.
Selecting the right candidates for the best job “fit” is where sales success begins and is the single most important activity your sales leadership can be involved. But how do you get into the mind of the candidate sitting across the table?
SalesMedics can help you match the right person with your industry, customers, products and culture. Our SalesMedics sales consultants will analyze your recruitment and selection practices and make recommendations to improve the current process or design a customized approach to replace it. Based on behavioral science principles and modern psychology we will custom design a Job Fit Assessment SM process that will help your leadership team satisfy your recruiting goals with people who have a high potential for sales success.
SalesMedics Sales Modeling
Based on the results of our Sales Process Appraisal (SPA)SM, SalesMedics will design and assist your sales team in the implementation of a sales model customized to your customers, products and selling environment. The result is a practical and effective selling methodology that the entire sales organization and customers will embrace.
SalesMedics Sales ExecutionSM
Did you know that only 37.6% of your sales people’s time is actually spent in front of the customer selling? The rest of their time is spent handling the “stuff” -- analyzing the data, planning the calls, prospecting, making appointments, logging in the call, conference calls, post call administration, etc. These sales and “non-sales” activities are typical and important in sales execution. Your sales success is directly proportional to how well your sales team executes the sales strategy, in support of your goals, and manages the “stuff.”
SalesMedics can analyze your current sales processes and make recommendations to streamline your execution and eliminate or reduce non-value activities so that your sales people spend more time where it belongs – in front of the customer.
SalesMedics Sales Process Development
Is your sales approach about the process or the customer?
Many sales organizations get so wrapped up in the process that they forget about the needs of the customers. While the process is important, it shouldn’t be a preoccupation with your sales team. The process should be the means to the end – selling and serving your customers.
An effective sales process aligns the organization’s goals with its products, customers, marketing strategy and CRM tools. From planning to execution, SalesMedics streamlines the sales process keeping the focus on the customer.
Utilizing input from your customers, sales team, leadership, marketing and IT department, SalesMedics will structure a customized sales process that is practical, repeatable, scaleable, and sustainable.
Sales shouldn’t be complicated. Your sales process shouldn’t be either.
SalesMedics Sales Force Automation
Is your CRM system doing everything you want it to do? Ready access to customer and market data are critical to developing and executing your organization’s strategic plan. A sales force automation system needs to work with, not against, your planning and sales execution efforts.
At the organization level, a CRM system should be tailored to your industry’s specific needs, aligned with your market strategy and provide immediate access to current market data. It also needs to be compatible with your server platform and data sources and completely scaleable for future growth.
At the sales team level, the CRM system needs to be practical, intuitive and usable under a variety of field conditions with the capability to access and input customer information and customize market reports on demand.
SalesMedics Sales Consultants will evaluate your current sales force automation system relative to performance effectiveness and work with your current CRM provider to improve it or provide recommendations to replace it.
SalesMedics Rewards and Recognition
Most rewards and recognition programs are primarily driven by two myths:
• Sales people are motivated only by monetary incentives and a plaque
• Sales people’s attitudes and motivation to succeed come solely from within
Hiring the right people is a good start but maintaining sales momentum requires incentives. The selling incentive environment your organization creates directly impacts behaviors, motivation and attitudes causing outstanding results or sub-standard performance.
To enable positive behavior shifts within any sales organization there needs to be a meaningful blend of incentives. An effective rewards and recognition program needs to be uncomplicated, timely and directly tied to the goals and objectives of the organization.
SalesMedics Sales Consultants can evaluate your current rewards and recognition package and recommend adjustments or create a new integrated program that changes behavior on every sales call.
Sales incentives need to impact your sales people’s behavior on every call -- not just at bonus time. To request a complimentary consultation of your organization’s Rewards and Recognition program, call SalesMedics’ Client Services at (877) 821-5557 or email us at clientservices@salesmedics.com
