Delta Automation

Delta’s objectives were to increase overall sales & margin performance while improving the productivity of the Sales and Operations Team. They brought in Point Selling Solutions to achieve these objectives Randy at Point Selling Solutions developed and implemented a sales strategy that followed several phases: Discovery: Time was invested to understand what was preventing their salespeople from maximizing sales & margin potential. This was accomplished by way of observing the weekly Sales & Ops meetings, and by conducting individual one-on-one meetings with members of the sales team.
Clarity of Target Market: The best target markets were Identified, and the sales team began focusing their activities to those verticals, which increased team productivity.
Activities: Selling Forensics worked closely with the Sales & Ops teams to identify and commit to 3 weekly activities the team members believed would lead to increased sales and improve productivity.
Weekly Sales Meetings: A specific day and time each week was scheduled to conduct sales meetings. Salespeople come to these meetings to report on their sales performance and the achievement against their daily/weekly activities. In addition, we used these meetings to develop their “Power Statement” and company equity points that are used when “Hunting” new business.
Removing Obstacles: An analysis was done to identify external interruptions and time killers that were hindering the team’s “selling time”. Based on suggestions from the team members, changes were implemented to free up time for more selling activities.
Selling Skills: After observing the sales team during “live” selling situations, team members were coached and trained on techniques to help them close more sales - for example: 1. Time blocking for making outbound calls - Part of the “hunting” process 2. Phone scripts designed to increase the chances of landing the first meeting with a prospective client 3. Strategy & tactics about how to conduct the first and second sales calls 4. Role play & techniques for demonstrating the products 5. Converting “features” into “benefits” that demonstrated product value 6. Overcoming objections 7. Closing techniques and how to ask for the sale 8. How to effectively follow up with prospects
Individual Coaching: “Ride-alongs” were conducted to provide real world selling examples. After each call, time was spent coaching the salesperson based on observations during the call.
Revised their commission program to better align with individual results Margin enhancement initiative that gives the salesperson autonomy to make pricing decisions while benefiting from the profit improvement
Operational: Worked closely with the owners and management team to bridge the gap between sales and operations, producing a happier working environment while increasing the productivity of the Sales and Ops team.