Every sales leader wants the sales training investment to drive results. But one of the most pervasive challenges in sales training and transformation is translating new learning and techniques into consistent application. To that end we provide a complete array of enablement tools and technologies to help both sellers and sales managers optimize all aspects of execution.
Cloud-Based Sales Apps That Directly Support Learning
Solution Selling® for CRM™
This innovative, cloud-based application provides visual, easy to use interface walks sellers through the sales process in a wizard like fashion. The Sales Process Builder, allowing organizations to tailor multiple process maps for sellers.
Major Account Planning for CRM™ (Q2 2013)
Major Account Selling for CRM enhances and encourages the consistent use of our proven account planning methodology – Major Account Selling. The Account Plan Build allows companies to build a range of tailored account plans to accommodate various account planning models.
Targeted Territory Selling for CRM™ (Q3 2013)
Targeted Territory Selling for CRM will ensure that users can quickly and easily create robust territory selling plans, from within the CRM application. This application will allow users to segment the accounts within a territory into categories as a function of the accounts’ value and develop a plan of attack on the high priority accounts to get a sell cycle started.
Enables organizations to define compelling value propositions that can be easily deployed via a company’s website or as tailored sales tools, and integrated into the CRM system for easier lead and opportunity management.
Sales Enablement Services
CRM and Sales Process Alignment
Solution Selling® CRM Alignment Solutions provide a clear path to ensuring your sales process is cohesively aligned with your CRM.
Bulletproof Forecasting™ provides sales management a proven process for assessing pipeline health and from that pipeline using key performance indicators create and managing a forecast based on what the sales leaders need to know, not what sellers think they want to hear.
Quota and Compensation Planning
The Persona Quota and Coverage Model™ aligns the sales force behind an organization’s revenue objectives, and sets a concrete forward plan to hire new staff in a timely and regimented manner. The model is both a coverage tool that precisely engineers over-assignment, yield and other financial considerations, while serving as a roadmap for “planned attrition” and sales force build. The Persona™ Coverage and Quota Model provides a disciplined, calculated and balanced plan to build the sales team. Once the Persona Quota and Coverage Model™ is created and quota tiers established, SPI provides advice, best practice ideas, and tools to help create best-in-class compensation plans that motivate the right behaviours and optimize an organization’s compensation spend.
These reviews provide a structured, proven approach for winning complex and strategic opportunities.
These reviews provide a repeatable method for assessing and validating a business relationship, and defining a plan for maximizing account potential.