Sales & Sales Management
This Practice area relates to Execution Support and has 2 distinct areas
Strategic Sales Process: Transforming sales orientation from “commodity” to “strategic” solutions
Strategic Sales Management: Leadership and management tools for sales managers
Strategic Sales Process
Donaldson Group implements process and techniques that help sales teams improve the value of the relationship and transform them from “commodity’ suppliers to valued business partners. At the heart of this transformation is improving executive level contact and interaction, discovery of strategic initiatives and how to align your products and services to them.
Strategic Sales Management. Donaldson Group implements sales management best practices with its clients. Your business runs on sales. You need to have a sales management process that can accurately predict revenue. Your sales teams need to be measured not only on revenue produced, but also on all the activities necessary to convert suspects to customers who will refer new business to you. We term this “Activity Based” sales management.
- Sales Forecast and Pipeline Management. If you cannot accurately predict revenue today, you need an improved system to measure your sales process and the activities necessary to produce consistent and quality revenue. Let Donaldson group asses your sales process and sales team. We can provide proven techniques to improve the sales forecasting function that will allow you to grow your business.
- Sales Tool Development. Donaldson Group can develop the critical sales tools necessary to support your sales process. These could include qualification screens that identify those opportunities ready to enter a sales cycle. Other tools are for management including ideal sales pipeline definition, tracking process and tools, large account management tools.
- Large Account Management. Donaldson Group has developed a large account management process called PARTICLE which is a tool to help sales teams understand all of the buying influences within large customers that need relationship building, understanding of needs and buying motives and tailored value propositions.