Are your sales failing to meet targets? Are you struggling to get your team working in sync to tackle leads? Do you need help to capture the market?
Getting ahead of the market means looking at new solutions. New models of working. It’s time to shed the typical sales consultant and look into leveraging micro-consulting to turn around your sales operations.
Having worked with sales team leaders from several industries we know that it is easy to get overwhelmed with a multitude of cracks in the sales funnel. The pressure of growing revenue generation frequently adds to the problem as senior stakeholders start to demand a complete overhaul.
However, the truth of the matter is that the way to fix a sales operation is not with an overhaul. But with a systematic approach that is prioritized by the areas that will have the biggest impact on revenue.
This is where micro-consulting becomes a key tool for sales leaders trying to improve their sales operations.
The consulting framework focuses on identifying the highest impact area and then moves into developing a solution manual that allows the sales leader to start implementing the solution. The next step of a micro-consulting session is actually doing the steps as opposed to trying to figure out “what steps to take” to implement a solution.
Read on to learn more about how we approach sales transformation through micro-consulting.
The Role of a Sales Consultant
Our perspective is that an effective sales consultant must be able to weigh the insights from the industry with your team’s efforts. Finding the areas where the sales funnel is cracking is not difficult.
However, diagnosing the impact of fixing each crack is not so simple. This is where a consultant can either help or further destroy your operations.
With an effective diagnosis you can then start to direct your resources towards the areas that will have maximum impact. The wrong diagnosis will see you throw good money after bad and you will still have a floundering sales operation.
The Benefits of Micro-Consulting for Sales Operations
1. Effective Diagnosis of Sales Funnel Issues
Micro-consulting focuses on identifying the most critical problems in your sales funnel quickly. Whether it's a lead generation issue, the sales pitch itself, or inefficiencies in closing deals, a micro-consultant can pinpoint these areas through a concise, targeted analysis. From the diagnosis a micro-consultant will focus on the issue that will have the most impact when resolved.
2. Creative Solution Development
Micro-consulting solutions are designed taking into account your specific team, organization and industry. The solution to the problem cannot be something that would not be possible to implement. From that starting point a micro-consultant needs to leverage the industry insights for a solution that puts you ahead of the competition.
3. Detailed Implementation Manual
Once the key issues are identified, a micro-consultant creates a solution map. This map includes:
How to communicate the various aspects to your team
How to manage the team delegation and various partners that need to be involved
How to measure and evaluate the results at regular intervals
The factors and risks to keep in mind that will require you to adjust the plan
How to proceed once you have resolved the issue
4. Managing Senior Stakeholders
A company’s sales operation will have more stakeholders and vested interest than just the sales team. Communication with other departments and senior stakeholders becomes key in bringing a solution to life. The risk is that other stakeholders start to panic and derail the plan with rash decision making. A core component of the micro-consulting solution is coaching and advice on how you need to manage these stakeholders to allow your solution to actually come to life.
Conclusion
For managers struggling to fix their sales operations, engaging an exclusive sales consultant through micro-consulting offers a powerful solution.
Whether you generate online or offline if you are looking for help, reach out to us to explore how micro-consulting can bring value to your sales operations.
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