Growth and Management Consulting

Experience and analytics for accelerated growth

Small teams can sometimes get by managing an organization without recourse to business processes, using a combination of instinct, hard work, and good luck to avoid the biggest mistakes. However, once a team reaches more than a handful of people, most corporate departments can benefit from professional management skills to ensure the highest possible performance and avoid costly logistical errors. Tap into our team for a fresh perspective on opportunities to grow revenue.

What's the deal with Sales?

Sales tools and processes

Proper sales management processes are often overlooked, or even completely missing, even in medium-sized companies. Owners sometimes believe that hiring a single sales professional is enough to jump-start sales. Unfortunately, it is possible for a sales person to be a great networker and presenter while lacking the willingness and skills to properly manage their own sales activity, and are often incapable or unwilling to give accurate sales forecasts to senior management. A proper sales management environment puts in place processes and software tools that makes forecasting, opportunity tracking, and sales activity transparency as easy and effective as possible, while not overwhelming the team in red tape.

These processes include assigning reasonable territory quotas, modelling territories and tracking sales opportunities in a CRM, and properly configuring the CRM for forecasting and reporting to senior management. Further, sales team members should be expected to be transparent with the information they have about their territories, while in exchange being provided with the best tools possible to succeed in what is inarguably one the most difficult and thankless roles in any organization.

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