Arborscapes
Sales Department Organization, Selling Skills and Process Improvements
An Opportunity to Increase Sales
- Organizing the sales department.
- Developing appropriate sales processes.
- Improving the selling skills of the sales team.
- Leveraging the investments in sales consultants to increase revenue
Integrating the Fundamentals of an Effective Sales Department
- Spent time in the field with various salespeople to understand the selling environment, identify an appropriate sales call process, and gained an understanding of the customers’ value rivers
- Developed a step-by-step sales process that gained customer engagement, communicated Arborscapes’ unique selling proposition, and enabled sales consultants to uncover the main problems and associated opportunities
- Developed lead behaviors for sales consultants that represented the most important behaviors of sales consultants that lead to closed sales
- Developed metrics to evaluate the effectiveness of sales consultants’ performance and assisted in the creation of a sales scorecard
- Worked with the Leadership Team to develop a sales commission program that was economically sound for the company and motivated the right sales behaviors
- Instituted a structured sales meeting routine that provided a good balance between sales consultant accountability, and increases in technical and selling skills knowledge
Results
Service Testimonial
We have had a wonderful experience working with Randy at The Point Selling Solutions! He helped us to help develop our sales team. Randy was brought on as a sales coach and fractional sales manager. He helped us define and develop our sales process, establish lead behaviors and track metrics. Randy also did personal one on one training with our sales team to provide more in depth and personal coaching. Our end result was a higher close rate and a higher average job. I have referred Randy to other colleagues and will continue to do so. This was a good investment for our company!
Billy Davis
CEO, Arborscapes