Sales Mastery Consulting™
Strong businesses have strong sales organizations. That means mastering the business of sales from the top down. Sales Mastery Consulting helps business leaders develop and implement the components of a strong sales organization.
Sales Mastery Consulting helps business leaders establish sustainable growth through a strategic approach to building and executing the the sales function.
Mid-market Sales Challenges
As a senior leader, your sales challenges fall into these three categories
BUILDING the Sales Function
LEADING the Sales Function
MANAGING the Sales Function
Research indicates most leaders of mid-market businesses are not satisfied with their sales organizations.
2-minute Sales Function Self-assessment for Senior Leaders
If you answer "no" to many of these questions, you are not alone. QCSS Sales Mastery Consulting can help you address the gaps.
The Business of Sales™
The Business of Sales is the business of the best Mid-market Leaders
Strong sales organizations excel in The Business of Sales. Leaders in the business understand the importance of investing in the organization's ability to BUILD, LEAD, and MANAGE sales.
Executive leadership has an essential investment role to play in creating a high-performing sales team.
QCSS Sales Mastery Consulting help business leaders identify and execute investments in three categories: BUILD, LEAD, and MANAGE.
The types of investment are just like those of any business function to put in place the right PEOPLE, PROCESS, and TECHNOLOGY to get the job done.
BUILD investments will help your business attract, develop, and retain top sales talent.
LEAD investments get your sales team focused on your best opportunities in the market and inspire your sales reps to world class performance.
MANAGE investments get your sales team running at a high-performance level consistently, quarter to quarter and year to year.
Sales Mastery Consulting
Sales Mastery Consulting helps mid-market business leaders identify the right investments for a high-performing sales function
The Business of Sales is putting the right pieces in place to BUILD, LEAD and MANAGE a high-performing sales culture
QCSS Sales Mastery Consulting aims to support mid-market business leaders in carrying out their responsibilities in a high-performing sales organization.
A business admired industry-wide as a great sales organization gets that way because senior leadership, sales management, and salespeople all execute their roles at a high level.
QCSS Sales Mastery Consulting offer senior level support across the three parts of The Business of Sales™. We customize BUILD, LEAD, and MANAGE programs, tailored to each client's needs.
The BUILD program is the place leadership decides what qualities are needed in its sales organization for long term success. This is the starting line of the race for the best sales talent in your market.
Building Competency Standards
Assessing Sales Team Competency
Competency Development Plan
Hiring for Competency & Culture
Developing Sales Career Path
Sales Compensation Planning
The value of BUILD
A study by the National Center for the Middle Market shows that for midsize companies, the combination of sales force effectiveness and retaining profitable customers has more impact on growth than any other capability.
The LEAD program for business leadership is about setting the direction, providing the resources to get there, and guiding the team along the way.
Developing an Effective Sales Process
Setting Sales Strategy
Identify the Target Market
3-Year & Annual Sales Planning
Strategic Account Planning
The Role of Marketing
The value of LEAD
50% of high-performing sales organizations have sales processes that are closely monitored, strictly enforced or automated compared to just 28% from underperforming sales organizations.
The MANAGE program is the operating system of sales. Business Leadership's role is to provide targets, tools, processes, and more to make ensure a smooth running function.
Net Promoter Score
Performance Management System
The value of MANAGE
Over 60% of high-performing sales organizations strongly agree or agree that their salespeople are consistently measured against their quotas and held accountable for their results.