|Sales are the lifeblood of any business. Stratford Managers enables companies of all sizes to scale their Sales function for predictable, profitable revenue growth.
Sales training alone is rarely sufficient to get the results most companies demand. Stratford Managers provides the seasoned sales leadership your company needs to break through the barriers to achieving the next level of sales performance. We work with your team to grow revenues and profitability by:
SALES CONSULTING SERVICES
Our sales experts help build a sales strategy, design the optimal go-to-market model, implement an intentional sales methodology, improve sales reporting and train/coach proven sales skills to create a world class sales machine.Winning Opportunities Program - A Sales Agenda for Growth
Turn sales people into metrics-driven leaders with your company.
Beginning with a thorough pipeline scrub we introduce your team to best practices in opportunity management. Using real opportunities in-flight, we coach your sales people to better sales outcomes and help your sales leaders become more effective opportunity managers. We then establish sales planning and sales management disciplines that turn struggling sales teams into metrics-driven leaders within the company. Our complete Winning Opportunities program is comprised of a 6-stage “Sales Agenda for Growth” that includes:
Close more opportunities and achieve predictable revenue
We provide and train your sales team with easy to use tools that increase your success in each client engagement. With greater clarity on the next steps in the sales process, more opportunities get closed and revenues become more predictable.
Customized sales training to match your budget and requirements.
Drawing from a range of well-known sales methodologies we develop a customized sales performance training program adapted to your product and industry. Through a combination of in-class workshops and field coaching we ensure (and measure) behavioural change over time. From a 1-2 day sales technique refresher course to a multi-month sales training and field coaching program, we design an approach that matches your budget and requirements.
Create a common sales language and discipline for your Sales team.
For larger organizations with more extensive direct and indirect sales forces, we design a customized sales training program tailored to your products and industry. Drawing upon best practice sales methodologies and proven training techniques, we develop upfront workshops and an ongoing coaching regime, including success metrics, that create a common sales language and discipline. We deliver the pilot training, train your trainers and coach your sales managers as mentors to ensure lasting results.
Scale your sales and marketing to deliver growth.
For small and mid-sized companies seeking to scale, we perform an end-to-end evaluation of existing sales and marketing practices then recommend a path forward. We consider processes, tools, skills and organization structure to develop a customized plan for scaling sales and marketing to deliver growth. We prep are a step by step implementation plan with timelines and estimated budgets. And, should the need arise, we’re ready to step in and lead the implementation.
Buiding Sales leadership skills.
At some point in every sales manager’s career, they face daunting and unfamiliar challenges like:
The success of the entire business may depend on the sales leader’s ability to grow in their role. Our seasoned sales coaches have faced these challenge (and more) and have achieved personal success as sales leaders. Their invaluable experience is shared through regular coaching meetings delivered in person or telephone/Skype, supplemented with adhoc consultation. An optional 360 degree review may precede a coaching engagement to help identify focus areas for management development.
Senior sales leaders to help fill the gap.
When there’s a gap in your senior team, our interim sales leaders will step in to get the job done. We help you achieve your revenue objectives while improving your sales processes and the performance of your sales team. Then, with a thorough understanding of your sales requirements, we develop a job success profile, participate in the recruiting process and ensure a smooth transition to your permanent candidate. Interim engagements may last from 3 months to a year or more depending on the client’s requirements.
Sales compensation plans to achieve results.
The best recruiting and planning can be undone by a poorly conceived sales compensation plan. Conversely, an effective sales comp plan can incent over-achievement and become a differentiator when recruiting. With years of experience managing and motivating sales teams, our sales consultants analyze your situation to design a compensation plan that achieves the desired results while fitting within your budget.
Detailed success profiles to guide recruiting.
Working independently or in conjunction with your HR team, we analyze your current and future sales requirements to develop a detailed success profile to guide recruiting. We participate in the interview process and help your HR team design a performance management program that complements your sales compensation program.
Grow revenues with public sector programs.
Canada’s governments are highly committed to supporting innovation. Stratford Managers can help your company optimize success with Public Sector programs that increase revenues and provide valuable references.
The Stratford Managers Sales Performance Improvement Methodology is based on an 8-step framework spanning all major aspects of the Sales function.
We work with our clients to drive improvement in the 4 pillars of a high-performance sales function:
Our approach avoids taking your sales team off the field. We work with them, in-situ, helping to improve their on-the-job performance through experiential learning, field coaching and personal example. While we employ proven sales methodologies, we customize the solution for your business and take a hands-on, embedded approach that ensures new process and skills take root and flourish. Our veteran sales consultants lead from experience and command the respect of even the most hardened sales professionals.
Stratford Managers Sales consultants are all veteran business-to-business sales leaders who have carried quota, built sales teams and delivered growth. They are experienced interim sales leaders, advisors and coaches whose accomplishments command respect. Many also have specialized sales training expertise and qualifications – we’ve trained thousands of sales people around the world for large and small companies.
Martin ComberVP & Practice Lead, Sales
Doug MichaelidesVP & Practice Lead, Sales and Marketing
Francois PinardVP, Sales Performance
James ShortVP, Sales Consulting
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