SOLUTIONS FOR THE SALES OPERATIONS

Sales Operations can sometimes be overlooked as a source of competitive advantage. Yet, we all can site many examples where a lack of operational excellence doomed an organization or at least the executive in charge. There is an abundance of training and consulting available for sales and technical resources. There is not a wide variety of offerings focused on improving sales operational excellence.

New companies often lack the ability to hire or train people in sales operations. Often, a single operations person will take on the entire set of operational duties. As companies grow they often outgrow the operational model used when they began. No longer can the same person be expected to perform and excel across a broad range of responsibilities. The need for focused and developed specialized skill becomes an increasing need. The person who started your accounting department may not have the experience and skills necessary to build a comprehensive sales compensation plan needed for a new aggressive sales force. The same thing can be said for business measurements, pricing validation, solution assurance, segmentation, modeling, etc.

Our offerings are focused on providing the small and growing companies with deeper operational resources. Supplementing your staff, we can focus on specific projects helping you deliver high quality results. Our offerings are structured in 3 categories: Business, Sales, and Personnel. The Business offerings are provided to help you gain greater knowledge and understanding of related business functions. The Sales offerings are provided to help you gain greater knowledge and understanding of Sales functions. The Personnel offerings are for personal professional development.

Business Focused Offerings

• Staying Aligned with Objectives and Measurements
• Relating to your Stake Holders
• Understanding each Business Unit
• Reinforce your Personal Value Propositions & Unique Business Offering
• Fact Based Decision Making in Setting business Territories, Revenue Targets, Expense models, etc.
• Outsourcing as a Sales option

Sales Focused Offerings

• Understanding your Sales Strategy execution
• Opportunity Management—understanding how it works
• Targeting your Markets
• Lead Generation
• Qualification / Justification
• Solution Proof
• Pipeline management
• Closing techniques
• Managing objections
• Solicitations
• Etc.
• Sales Methodologies and Processes—Understanding them
• Disciplined Methodology
• Team Selling
• Forecasting
• Process management
• Sales Force Automation
• Install Base / Reference Accounts
• Customer Retention
• Channels / Partners / Resellers
• Sales Calls, Demonstrations, Presentations
• Pre Sales & Post Sales support
• RFPs, Proposals, and other communications
• Tools
• Sales Manger / Sales Rep / Technical Rep behaviors

Personnel Focused Offerings

• Hiring & Retaining top talent
• Managing for Performance
• Skills Management
• Using Motivational Programs effectively
• Building the right Job / Position Descriptions
• Building and implementing effective Compensation Plans
• Improving Communications
• Organizing and giving powerful presentations
• Personal Organization—priority management
• Personal Networking
• Etc.

Group 19 offers a broad set of sales consulting solutions across businesses of all sizes. Solutions are delivered using a combination of methods including academic settings, clinics, workshops, one-on-one coaching and personalized mentoring. As all business are different, Group 19 solutions are tailored to fit your individual company and needs.

Sales Outsourcing - Many small and medium firms need a new focus on revenue generation, but for various reasons are not able to fund and staff growth in their in house sales force. Using Group 19, these firms can supplement their sales force with experienced sales force. Many firms have successfully outsourced functions such as legal, marketing, real estate, and others. A growing number of firms are successfully outsourcing sales. Interest in sales outsourcing is growing more quickly in start up, small and mid sized firms especially when sales management responsibility is still shared by the founder or CTO.

A short conversation with a Group 19 professional can help identify your specific needs and begin the work to implement a solution just for you. Use Group 19 as part of your competitive edge. Contact us at info@groupnineteen.com.