Building SalesPEOPLE
into
World-Class SalesFORCES ™
Consulting Services
“We contracted with Lee to help us develop a structure around sales and sales management. Lee quickly understood the nuances of our business and helped us refine our sales compensation plan, adjust our management style, implement a culture of accountability with the team, and developed our sales playbook. The results of our work with Lee? We developed a high-performance sales machine. This year, we set a new sales record, have a re-energized sales force, and a rock-solid foundation we will continue to build upon. If you are looking to add rigor to your sales and sales management approach, I highly recommend Lee.”
— Jim Woodruff, CEO, NPA, Inc.
Sales Diagnostic Program
Why aren’t we selling more at the prices we want? There’s a tremendous opportunity in the marketplace. You know it’s there. You can see it, but for some reason (or reasons), your salespeople aren’t generating the revenue you expect. The question is why and you don’t know the answer. Is it your salespeople? Could it be your management approach? Is the sales process faulty? Perhaps, it’s the sales compensation plan. Or are there multiple reasons? Without those answers, you’re stuck!
Sales Architects can analyze your sales organization and provide you with the answers you seek through its Sales Diagnostic program. During this program, we comprehensively analyze every aspect of your sales organization. We review all your sales materials, tools, and processes; and interview selected team members. As a result, we generate a fully actionable Sales Diagnostic Report that provides our findings and recommendations for improvement.
Get the answers from us that you need to dominate your market!
Comprehensive Sales Process Design and Playbook
How can we get consistent, high performance from our salespeople? Do you scratch your head, wondering why you have a revolving door in your sales organization? Are your salespeople unable to differentiate and position the value your company brings to bear? Frustrating but fixable!
A common reason for poor seller performance is a lack of a defined, documented sales process. Without a sales playbook defining how to sell for the company properly, a critical success driver you need is missing resulting in salespeople underperforming (or failing), not leveraging best practices, sacrificing margins when selling, or not even getting to the table when pursuing deals.
Sales Architects specializes in helping companies build scalable, high-performance salesforces. What is different about our approach is the recognition of and sensitivity to the unique aspects of every client when it comes to sales process design.
Think of us in the same way you would the general contractor you hire to build a custom home. We have expertise and tools, but what we create for you is vastly different than what we build for your neighbors because of differences in needs, circumstances, and objectives.
Discovery Strategy Development and Playbook
Why do our deals unravel at the finish line? Your salespeople tell you about imminent deals, but they don’t close. Prospects ghost them. They have to drop prices to win deals. They lose to competitors. While these issues are commonly believed to be in closing, those are symptoms of the real issue which resides in the discovery phase of your sales process. Discovery is the deal foundation. If discovery is weak, the deal is weak.
Sales Architects specializes in developing comprehensive discovery strategies that solidify deal pursuits. Delivered in a workshop format, we reverse engineer discovery to identify desired outcomes and assemble game plans to achieve each of them. Every aspect of discovery is designed and documented in your discovery playbook, from questions to message points to critical actions to be taken.
Don’t leave this critical sales step to chance. We can turn this from a sales organization weakness into a salesforce strength.
Deal Obstacles Strategy Development and Playbook
How do we overcome the price objection? No sales process is perfect. If it were, every deal your salespeople pursue would be won. Call them what you want: objections, concerns, or stalls; these are the obstacles your salespeople encounter while pursuing deals. If these sales barriers are not handled properly, they can become deal killers.
Sales Architects develops a prescriptive approach for deal obstacle resolution, turning a current sales weakness into your competitive strength. Delivered in a virtual workshop format, every deal obstacle that occurs during each phase of the sales process is identified. For each, resolution strategies are developed through virtual brain share sessions with your team. The developed strategies are documented in your Deal Obstacles Resolution Playbook.
As a result of this program, your salespeople will have the tools they need to win more deals at the prices you want®.
Sales Compensation Plan Development
What is the right sales compensation plan for our company? Sales compensation isn’t merely a bonus or commission percentage paid to your salespeople. It’s a lever to affect critical sales activity and behavior. You can yell from the mountaintops, but nothing affects what your salespeople do more than how you pay them.
The sales compensation flaw we commonly see is that it is founded on the expression: “You’re only as good as your last sale.” That approach means you reward for yesterday, but how does that also help tomorrow? What about the ownership of their annual quota? Effective sales compensation plans don’t just reward for wins; they also ensure an ongoing healthy sales pipeline.
Based on Sales Architects’ proprietary “15 Key Principles for Effective Sales Compensation Design,” we work with you to formulate the right sales compensation strategy for your company. Our sales compensation design philosophy is based on: “You’re only as good as your NEXT sale.”
Job descriptions don’t drive sales activity; your sales compensation plan does.
Sales Hiring Process Development
Why can’t we hire the right salespeople? Hiring mistakes cost you tens of thousands of dollars, not to mention lost sales opportunities. You’ve tried sales training, but trainers don’t have a magic wand to fix poor sales hiring practices.
Sales Architects helps you stop searching for great salespeople and start systematically identifying the RIGHT salespeople with the potential to be GREAT in their company.
We help you identify the factors (Performance Factors) that lead to success, failure, or underperformance in the role. Based on those, we assemble an evaluation program to identify the matches (or lack thereof) between the Performance Factors and each candidate so that you can make informed hiring decisions.
We are not a recruiting firm, nor a seller of assessment tools. We are experts in sales hiring strategy development – empowering you with the tools you need to make informed decisions when hiring salespeople. We’ve helped companies of all sizes and can help you too!
Sales Leader Hiring Process Development
How do I hire the right sales leader? There are few more critical decisions you will make than the selection of the sales leader for the company. As revenue targets are set, and profit models are built, all roads lead back to the person sitting in the sales leadership role. A wrong decision could make these numbers a pipedream.
Sales Architects helps you select the right person for your sales leadership role. We work with you to identify the factors (Performance Factors) that lead to success, failure, or under-performance in the role. Based on those, we assemble an evaluation program to identify the matches (or lack thereof) between the Performance Factors and each candidate so that you can make informed hiring decisions.
We are not a recruiting firm, nor are we a seller of assessment tools. We are experts in sales leader hiring strategy development – empowering you with the tools you need to make informed decisions when hiring sales leaders.
Sales Onboarding Program Development
How can I get new salespeople up to speed fast? Your sales hiring process output is not a great salesperson but one with the potential to be great in the role. Whether or not that potential becomes a reality (and how quickly) is determined by the rigor of sales onboarding.
Leveraging Sales Architects’ sales onboarding methodology, we help you receive a fast, high return on investment in your newly-hired salespeople. Our approach reverse engineers sales onboarding to first understand success after the program, formulate the roadmap that leads to achievement, and provide you with tools to gauge their performance during the program.
Don’t leave the success of your new salespeople to chance. Let us help you develop the sales onboarding experience your salespeople need to achieve peak performance.
Sales Management Coaching
Selling didn’t prepare me to manage a sales team. Whether you are a new sales manager or a grizzled veteran, everyone needs a coach for skill and knowledge enhancement. While many sales managers are promoted because of their great sales numbers, the seller role did not prepare you for effective sales management.
Sales Architects’ sales management coaching and mentoring program is completely tailored to the needs of the individual. We offer a wide array of sales management topics, and the selection and priority of those are entirely based on the needs of the coaching client. The program is delivered virtually and can be provided to individuals or groups.
There are two components of the program. Every week, we have one-on-one virtual sessions based on selected topics. What brings the program is life is that coaching clients have access to us for guidance on their daily sales and sales management challenges.
No one comes into this world mastering sales management. It’s a skill that is learned.
Sales and Business Development Coaching
How can I take my selling game to the next level? Professional athletes have coaches to elevate their performance. Professional salespeople need coaches to help them win more deals at the prices you want®.
Sales Architects’ sales and business development coaching program is completely tailored to the needs of the individual. We offer a wide array of sales and business development topics, and the selection and priority of those are entirely based on the needs of the coaching client. Whether you are a salesperson or in a role with business development responsibilities, this program is designed to enhance your knowledge and skills. The program is delivered virtually and can be provided to individuals or groups.
There are two components of the program. Every week, we have one-on-one virtual sessions based on selected topics. What brings the program is life is that coaching clients have access to us for guidance on their daily sales challenges.
No one can give you the title of professional salesperson. It’s earned through a commitment to continuous self-improvement.
