How do you improve individual, team and sales program effectiveness?

Our consultants have achieved success as researchers and as salespeople, leading teams to unprecedented results. Our SFE services cover a wide spectrum of sales consulting needs:

Sales Assessments

Sales can come down to a single number, but multiple factors determine success. Our assessments use a proprietary Cambiar performance consulting model that examines four inter-related needs:

  • Business Need: the end sales results the organization must achieve to meet its business objectives
  • Performance Needs: the day-to-day sales behaviors and processes that are most critical to those sales results
  • Training and Development Needs identify the sales skills and capabilities that employees must possess to successfully execute those behaviors
  • Infrastructure Needs: the systems, procedures, tools, investments and other items needed to support the team as it achieves all of the above.

The assessment process typically includes a review of the company’s business plan and current sales performance, structured internal interviews of a cross-section of senior leaders, sales managers, salespeople and account managers, in depth interviews of a sample of existing clients, active prospects and lapsed clients, as well as Cambiar’s insights and knowledge base from working with other market research firms. The process yields a comprehensive Sales Assessment Report that identifies the strengths and needs of the sales program and recommends specific strategies for improvement.

To learn more, contact Beth Rounds.

Sales Program Development

We offer a wide range of options to help companies improve their sales programs. These services often build on the recommendations contained in a Cambiar Sales Assessment Report and include one or more of the following:

  • Sales strategy development
  • Sales model design and development
  • Sales organization restructuring
  • New business development program
  • Sales compensation plans and other reward and recognition programs
  • Sales information systems and key performance indicators
  • Recruitment of sales and marketing executives

Sales Training

Training and Development services are informed by our Grand Unified Theory of Selling (GUTS), our customized sales training model for the market research industry.

GUTS brings together the very best elements of a wide range of sales principles, consulting practices, communication technologies, personality assessment and the collective experience of the Cambiar partners. Our approach is unique in its customization, simplicity, proven effectiveness, balance of inner and outer learning topics, and the use of workshop preparation and follow-up tools to ensure targeting.

Specific training and development programs include:

  • Consultative sales training for salespeople and account managers
  • Presentation skills training for client-facing employees
  • Account planning and management workshops
  • Sales management and coaching skills for sales executives
  • Individual coaching of salespeople and sales managers
  • Team-building for sales and account management organizations
  • Sales conferences, promotions, meetings and special events

Besides its substantial immediate impact, GUTS encourages the application and continued development of new sales skills.

We offer on-site workshops and open events.

To learn more, contact Beth Rounds.