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Services

Sales Consulting

Is your company struggling to increase sales year after year? Have you tried the “out-of-the-box” sales systems, only to find yourself reverting back to your old habits? Prospects to Partners assists organizations by helping them align their sales goals, sales management and sales personnel to ensure that everyone is working toward the same objectives. Areas of consultation include all ten elements involved in building a Dynamite Sales Organization, including:

  • Role of the sales team
  • Size of the sales team
  • Assessment of sales culture
  • Structure of sales team
  • Compensation
  • Motivation
  • Recruiting
  • Goal Setting
  • Training
  • Performance Management

Competitive Advantage Analysis

When was the last time you sat down and truly analyzed your competitive advantages? What makes your customers buy from you instead of your competitors? Why have customers left? Have you ever asked them these questions? And why do your employees continue to work for you when they have ample opportunities elsewhere? What is it that separates your company in the marketplace?

We will conduct an in-depth analysis of your organization in order to identify the key differentiators between your company and your competitors. This includes conducting interviews and surveys with employees, current customers, past customers, future customers, competitors and others to gain a well-rounded understanding of your current position in the marketplace. We will then work with you to identify strategies to emphasize your competitive advantages in your sales processes and organizational structure.

Organizational Development

Is your organization structured to maximize the productivity of your workforce? Do you have well-defined incentive compensation plans that reward and encourage appropriate behavior? Are your employee benefit plans appropriate for the size and demographics of your workforce? Can you define the top 20% of your workforce, and do you have succession and development plans in place for those individuals?

We work with you to tackle the above mentioned issues by analyzing your current organizational structure to develop strategies that will increase productivity and lower infrastructure costs.

Corporate Training

As you look to develop the future leaders of your organization, you may not have the ability to deliver the necessary training and education these individuals will need to be successful. In many organizations individuals are promoted into supervisory roles, but are never provided with management training as they take on the daunting new responsibilities associated with managing others. Prospects to Partners provides a variety of training programs that can be customized to meet the needs of your organization, including:

  • Performance management
  • Change management
  • Employment law
  • Project management
  • Team building
  • And other areas specific to your organization’s needs

Prospects to Partners also provides sales specific training including an introduction to the Sales Toolbox, which covers all 15 tools that top performers possess and understand how to use. Additional sessions include:

  • The Art of Referrals
  • How to Address Gatekeepers
  • Selling to the “C” Level
  • Telesales
  • Negotiation

Workshops and Speaking

Prospects to Partners has the ability to conduct on-site or off-site workshops that will allow your employees to gain knowledge through participative learning in a group setting. Dan Schoepf, President, has been the keynote speaker at numerous sales meetings and national conferences. The information is presented in an entertaining and educational manner. You will be able to remember and use what you hear at his presentations.

Recruitment

Fewer than 30% of all companies have formal recruiting and hiring processes. The companies that have established a formal approach to attracting new talent to their organizations are better able to retain that talent later on, as their processes ensure that they are matching the right individuals with the appropriate positions.

According to the Bureau of Labor Statistics of the U.S. Department of Labor, by the year 2010 we will face a labor shortage of more than 10 million people. What are you doing to prepare for this war for talent? Prospects to Partners can implement recruitment and retention strategies to help you find and keep the high quality employees you will need to serve your clients.