How We Work with Clients

 

Phone Conversation – We will take 15-20 minutes over the phone to decide together if it makes any sense to meet face-to-face. At the conclusion of this meeting if we think it does make sense to meet we will go over each other’s expectations, the time we will need and what the possible outcomes include. Also, the client will be emailed a Continuous Improvement assessment which he/she will fill out to make our meeting more productive.

 

Meeting – Every client has different issues and priorities. We need to understand the problems to be addressed, the client’s capability and commitment to eliminate them, industry specific issues that make these problems unique and ultimately confirm that both parties believe there may be a fit. This meeting may take as long as 90 minutes.

 

Assessment – Employees, managers and executives do not respond to training and coaching uniformly. Our assessment process determines who can sell, who will sell, who is “trainable”, potential for improvement/ROI, primary areas of focus and areas to de-emphasize. In addition to individual reports, the Overview (required for firms with multiple salespeople) identifies company trends and hidden weaknesses and cultures that are undermining key sales initiatives. The assessment process does not obligate either party to an on-going training relationship. (This is especially critical for firms that have a small percentage of “trainable” consultants or salespeople.)

 

Assessment Review – Company executives are debriefed on the assessments (and Overview when applicable). Both parties mutually agree if on-going reinforcement makes sense and appropriate training and coaching agendas for participants (i.e. consultants, salespeople, and prospective hires.

 

100% Management Buy-In and Participation – Training or coaching initiatives fail without sincere support from management. Managers must not only participate in specific segments; they must also agree to reinforce the fundamental concepts during their reviews, discussions with consultants, salespeople and prospective hires.

 

 On-going Reinforcement – Changing Habits and thought patterns with prospecting, closing, pricing and sales management is not a one time event. While we constantly introduce fresh concepts for salespeople or consultants, fundamental strategies are always reinforced to insure genuine change in technique, activity and attitudes for selling strategy or tactics.

 

Activity Tracking and Accountability – Goal setting is only as effective as the habits and activities generated to support the committed goals. Tracking specific activities reinforces goal commitments, confirms progress and establishes benchmarks for future employees and consultants.