We diagnose issues and work with organisations to create high-performing sales functions. We use an objective and analytical approach to assess the health of the sales function; looking specifically at performance indicators, people, processes and technology.
Organisations cannot allow their sales functions to under-perform. When targets are consistently missed, or growth objectives are resisted, something must be done.
We introduce best practice sales processes to create a drumbeat of rigour within the sales function. We focus on the areas that have the greatest impact on performance: Sales Qualification Opportunity Planning Account Planning Proposal Writing
Our sales consultancy services transform sales processes, introduce greater process rigour, and deliver sustainable sales performance improvement.
We take a forensic look at win rates, the quality of proposals, and the effectiveness of sales campaigns to give an independent assessment of current performance.
We evaluate the effectiveness of the sales function; looking at role clarity, organisational design, sales competencies, and reward mechanisms to identify issues that constrain performance.
We look at sales processes (both de facto and documented) and compare them with those used in the highest-performing organisations.
We identify where technology can assist sales effectiveness and have developed proprietary software to drive better qualification, pipeline and sales management.
Organisations often waste time and effort chasing sales opportunities that they are unlikely to win. Our proprietary and powerful qualification software identifies those weaker prospects; enabling them to developed, or be eliminated from the pipeline.
Strategic selling requires a formal process for planning to 'beat the competition'. Performance Quest has proven Opportunity Planning methodologies and proformas that drive new levels of professionalism.
We work with organisations to retain and grow revenues from existing clients. Through workshops and structured account planning, Performance Quest quantifies the potential of accounts and develops pragmatic plans for cross-selling.
Value Proposition Development
We have a tried and tested approach to articulating differentiation. We run workshops to create compelling value propositions that describe your competitive advantage and form the foundations of a Value-Based Sales approach.