Sales Performance Consulting

At Cambiar, we know the power of a good question. Through a process of rigorous inquiry, we help businesses get a clear view on where they are, where they need to go and the gap between the two – and then working with that gap to drive the desired change.

Our approach…

Our Sales Performance Consulting model examines four categories of interrelated sales needs, using customized, provocative questions to get at the core issues:

The Business Needs define the end results the sales organization must achieve to meet its business objectives – e.g., grow annual revenues by 10% with 5% of revenues coming from new clients.

The Performance Needs describe the day-to-day sales behaviors that are most critical in achieving the Business Needs – e.g., dedicate 20% of sales efforts to new business development activities.

The Training and Development Needs identify the skills and capabilities that salespeople must possess to successfully execute the activities defined in the Performance Needs – e.g., using direct marketing techniques and follow-up calls to identify and qualify new prospects.

The Infrastructure Needs define the systems, procedures, tools, investments and other items needed to support the Training and Development, Performance and Business Needs – e.g., sales goals and incentive plans that differentiate between new and existing clients.

Our Services…

As with all Cambiar consulting services, we are prepared to assist clients with all aspects of sales, from up-front assessments to executing strategies and everything in-between. These are not cookie-cutter approaches or canned solutions, but highly customized services specific to the marketing research industry and the client’s individual needs. Services we’re currently offering include but are not limited to the following:

• Sales Review and Assessment Services
• Sales Program Development Services
• Training, Development and Special Events

If this is a service your company needs, please contact any one of the Cambiar consultants listed below. We will be happy to help you.