Developing and Executing Sales Strategy
“Accelerant Consultants helped us develop a compensation strategy that was not complex and drove better results for the business, more recurring revenue, and higher profitability.”
Hiring sales people should not be confused with developing a sales strategy. To optimize revenue generation, organizations need to determine who their target market truly is, identify the types of customers – by revenue size, industry, geographic location, etc. – they desire to obtain, and determine the right model and level of investment needed to maximize their return. Once the sales strategy has been determined, a framework must be developed to ensure the plan is executed in a way that drives accountability and a high performance culture.
Accelerant Consultants will leverage our experience building sales and marketing organizations from the ground up, as well as redefining those teams already deployed, to help company leadership build a model that drives incremental revenue and organizational valuation. Putting the right people with the right skills and relationships with the right focus to build your brand and drive revenue growth is key to the success of any organization. Accelerant will help create a model that works for you and helps your company thrive.
Some components include:
Company and Sales Strategy Alignment - As a business owner, you allocate significant resources to your sales and marketing function. If those investments either aren’t aligned with the execution of your company’s strategy, or aren’t driving the results you desire, Accelerant Consultants will help ensure you have a strategy and execution plan that is aligned with your company’s strategy and drives growth, profitability and valuation.
Client, Target and Market Segmentation - Accelerant Consultants will help you understand who your market currently is versus what it should be to maximize growth and valuation. This will lead to segmenting and assigning customers and targets to your sales team in a way that provides you the best opportunity for success.
Individual Account Manager Sales Planning – Accelerant will help your organization’s sales team think more strategically about their portfolio of clients, driving proactive behavior that will protect your existing customer base, drive growth within your existing customer base, and, most importantly, create net new growth.
Development of an Accountability Framework - This is the single most significant gap that prevents small businesses from optimizing their revenue functions and being more successful. Accelerant Consultants will help you develop a reporting structure, communication cadence, annual planning process and accountability framework which will help ensure your resources are aligned, productive and improving your bottom line, as well as identify much more quickly those who are unwilling or unable to contribute toward your team’s success.
Assessment and recommendations on the companies value proposition and “sales stories” - Many small and mid-sized companies have value propositions that are not effective at communication what their organizations do for their customers and how they create outcomes that are worth more than the price of their products or services. Without a value proposition and supporting sales stories that are differentiating, compelling and consistently delivered, the chances of going to market successfully are substantially reduced.