System and Process Consulting

increase sales with a sales system

Steve Parry of SPC is sales development strategist. Steve helps companies to remove sales constraints through sales consulting and management, developing and implementing customized sales strategies, systems and processes.

The systems and processes SPC has customized and implemented for clients have resulted in sales increases of over 30% annually.

SPC is not a typical sales consulting firm. The first step to transforming your sales team is to evaluate your people, systems and strategies to discover the root of the problem. Our Sales Effectiveness and Improvement AnalysisTM (SEIA), provides a sales MRI of your sales organization.

The SEIA identifies several areas of potential improvement:

  • Sales Strategy
  • Territory management
  • Training and development
  • Evaluation of salespeople
  • Compensation
  • Sales Meetings
  • Sales support
  • Recruiting process
  • Termination policy
  • Expectations
  • New salesperson ramp up
  • Tracking
  • CRM

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There are 4 key areas SPC works with clients:

Execution

  • Set annual sales targets that tie to the CEO’s annual budget
  • Set a realistic and achievable sales forecast
  • Review monthly sales forecast in writing

Strategy

  • Conduct  gap analysis of sales management, sales teams and  sales systems and processes
  • Develop  a clear and defined sales strategy and plan

Systems/Processes

  • Develop customized sales systems and processes
  • Develop a customized  defined on boarding process for new salespeople
  • Develop a defined and internally recognized sales methodology
  • Develop a  defined development process for salespeople
  • Implement a CRM System
  • Develop an appropriate compensation plan

Management/Leadership

  • Sales team alignment and optimization
  • Help develop a defined sales plan with appropriate daily behaviors and accountability
  • Perform the role of interim sales director and/or sales manager
  • Help develop an appropriate compensation plan
  • Regularly coach salespeople and/or the team in-person or on the phone
  • Pre-brief/debrief sales calls
  • Perform sales autopsies with the sales team
  • Conduct sales meetings
  • Help you recruit and hire sales people and sales managers
  • Conduct regular pipeline reviews
  • Territory plan development and review
  • Customer service development
  • Time management