How We Work

How we are different

Our ability to achieve enduring increases in sales revenues is a result of our consultative working approach and our ability to link key sales processes to your business. We custom tailor specific solutions to meet your unique needs as we work from a well founded knowledge of the sales process.

You work directly with our principals - all of whom have strong practical sales and sales management backgrounds.

More than a training company, we implement sales process, systems and develop skills. More than a consulting company, we back up our processes with our first hand sales experience. We practice what we preach; selling value and developing strategic relationships. We evaluate our success on the measurable outcomes that we achieve.

OUR CAPABILITIES

At Sales Productivity we have over five decades of collective experience in helping organisations to gain the highest levels of performance and productivity from their sales and business development functions.

We work closely with our clients with a customised approach to become their working partner in increasing levels of sales performance.

Our capabilities include:

	An extensive set of well researched models and processes that provide a foundation for achieving high levels of sales performance.
	Skilled resources to assist busy organizations in situations where time pressures otherwise make it hard to deal with key sales performance issues that just can’t be ignored.
	High levels of objectivity in identifying the real causes of poor sales results.
	Experience in integrating CRM processes into the sales process
	Proven and practical methods rather than less useful theoretical ideas or concepts.
	Efficient change through our extensive knowledge and experience in increasing sales performance and implementing sales cultures.
	Enduring results through our multi-dimensional consulting approach.

OUR CONSULTING APPROACH

Our ability to achieve high value outcomes for our clients is achieved through our disciplined use of a sound sales consulting methodology. In working with you we will carefully work through the following stages:

1. Understanding your business and sales process

	We will invest time to learn the business context in which your sales people operate and to identify your business goals and keys to success.
	Using our practical models of the sales process we will identify blockages and impediments that impact sales productivity.
	Of course, we will include an analysis of your products / services, market place and competition.

2. Analysis of issues

	Once we have a strong understanding of your business we will move on to identify the symptoms and causes of less than optimal sales performance.
	We apply our S4 model to identify key factors that are affecting your sales performance – Strategies, Systems, Skill Levels and Supervisory Effectiveness.

3. Develop, Design and Implement Specific Solutions

	In this critical phase of our work we design and implement specific approaches to confront your unique sales performance issues.
	Our activities generally consist of projects, workshops or training sessions to increase results. We work with you closely to ensure maximum relevance and integration.
	At this time, our total focus is on producing an enduring increase in sales performance for your organization.

4. Evaluation of Results

	We conclude our partnership with you by comparing agreed expectations with the actual outcomes that we have achieved.
	We have a real concern for achieving results. Through benchmarking we evaluate changes in effectiveness on each component of our S4 model.
	We want to ensure that you continue to gain increased sales performance after we have left.

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Sales Productivity

PO Box 178, Bulleen, Victoria, 3105, Australia.

Telephone: +61 3 9850 7683, Facsimile: +61 040 200 855
mail@salespp.com.au