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 McCrory
& Company helps companies build and maintain high performance
sales organizations. Four elements are critical to success:
- management commitment
to the new sales culture
- a well-defined sales
process
- tactical and strategic
sales training
- a focus on implementation.
Our service offerings
are tied to these key elements.
Management
Commitment:
For a successful cultural change, all levels of management must understand
their roles in supporting a high performance sales organization. Our consultants
are prepared to discuss the Solution Selling® model with all levels of
your management team.
Sales
Process:
Your sales approach can be your organization's greatest differentiator in
the marketplace. But by failing to define performance standards for the sales
team, many companies leave their image among prospective clients to chance.
Most parts of an organization have a process that helps them operate effectively,
and so should Sales. We help businesses define and build a sales process that
is repeatable and auditable, and that is aligned with how their markets buy.
Tactical
and Strategic Sales Training:
All members of the sales team-salespeople, sales managers, pre-sales, account
managers, subject matter experts-must be trained in how to execute the sales
process defined by management. We offer "how to" training that focuses
on changing behavior so that you can meet your sales objectives.
More than just a strategic
sales approach, Solution Selling® incorporates a wide range of tactical
tools that address selling and sales-related processes such as prospecting,
RFP strategy, cost justification, transition planning, hiring and supporting
quality talent, coaching sales people, pipeline analysis, revenue forecasting,
and many others.
Implementation:
The success of a sales program is only as good as the organization's focus
on implementation. Most organizations do not implement internal change well.
We work with companies to bring about successful implementation of sales process
and Solution Selling® in several ways:
- Development of company-specific
sales tools and job aids that incorporate the tactics and strategies taught
in the class-so that the new process is "built-in" to your every
day activities
- Integration of the
new sales process with the company's sales automation
- Alignment of the sales
process with marketing
- Coaching of individual
salespeople and managers in groups or on a one-on-one basis
- Definition of roles
and responsibilities for all departments that support Sales.
McCrory & Company
is committed to helping clients realize the full range of benefits available
to them when the Solution Selling® process is thoroughly integrated into
the organization's culture. Our experienced team will work with your organization
to design and implement a customized training and support plan for all management,
sales, and support personnel responsible for selling and implementing your
products and services.
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