GROWING REVENUE-PER-SALESPERSON

Is your sales team operating at maximum productivity? Is revenue-per-salesperson trending favorably or unfavorably? We have substantial experience improving the effectiveness of sales teams. We work with them to clearly identify their opportunities & challenges and then innovate solutions for each one. Enhancements to individual salesperson productivity can yield an enormous boost to your bottom line, even in the short-term.

What would even a 20% improvement in revenue-per-salesperson mean to your company? How about 50%?

What if we could DOUBLE individual salesperson productivity?

Impossible? Note our choice of name: we're not Micro or Marginal Innovations. 😉

You may, in fact, have a fully-optimized sales model... perfect in every way... with every salesperson already selling at their maximum potential. But that would be an all-time first. If you believe there is ANY room for improvement- and there ALWAYS is in sales- give our experts a shot at mining that surplus gold for you. You know it's there. Let's get it!

Our team has helped middling salespeople become super-performers. We've grown average sales unit revenue as much as 3X-10X or more in as little as 6-18 months. Our approaches WORK. They would likely work well for your company too.

HOW OUR TEAM MEANINGFULLY SCALES REVENUE-PER-SALESPERSON SO QUICKLY

First, we directly interact with the team. Because they are so close to your customers they tend to know better than anyone what is right and wrong about your offerings, sales model and so on. Often they can even offer pieces of ideal solutions to the right sets of (very experienced) ears. We will HEAR them, then bring those insights to the top, so they can contribute to the sales innovations to come.

Our objective position as an outside resource can motivate them to open up and share issues and ideas that might not be as readily (or clearly) communicated to company insiders, where politics and emotions like fear can suppress this crucial information. This intimacy is one key to our success in growing sales talent productivity.

Second, we do our own analysis on what we learn. Is the problem or limitation actually centered in the sales team or is it something else? Product quality? New process conflicts? Fundamental changes in the marketplace? New competitor tactics? The list can be substantial but we have the experience to cut through the noise and zero in on the most tangible opportunities.

You might have the most talented salespeople in the world falling short of their fullest potential because something else in the sales model is weak, needlessly capping what they can accomplish...

Fresh eyes, open ears and sharp minds can identify weaknesses, bring focus to them, fix them and thus knock sales hinderances out of the way.

A (what should be) rhetorical, sales leadership question...

Third, once we've objectively identified the core issues, we can work with your team to develop solutions. If it is:

• unrelated to your sales function or team, we can apply proven methodologies like our product development process and collective brilliance methodology to develop cutting-edge recommendations.
• a quality of leads or promotional issue, we can utilize our broad experience in marketing to help you fix such issues.
• sales related, we can dig in deeper to better understand the cause-effect relationships and then orchestrate and/or conduct sales training that specifically reconciles the issue(s).
• Etc.

One of our great advantages is our competencies beyond only the sales discipline. We can scrutinize growth opportunities within your sales department as well as all of the external feeders that influence their productivity.

ADDING OR ENHANCING A SALES TEAM FOR RECORD-BREAKING BUSINESS REVENUE & PROFIT

Use the following slideshow to get a feel for the potentials in adding or enhancing a sales team. To move through the show on:

• touchscreen devices: with a finger on the slide, swipe left
• desktops or laptops: click and hold your mouse pointer on the slide and shift it to the left.

Working with your people, we develop innovative, actionable solutions. For example, if your current prospect pond is mostly fished out, replacing salespeople, more training, a change in compensation or reward programs, etc, won't magically create new fish for ANYONE to catch. In that scenario, we could help you discover new markets and/or new revenue streams to thoroughly restock your pond.

Or it might be simpler than that... such as streamlining your sales process or helping your team gain greater focus where their opportunities are hottest right now. Are they properly equipped with up-to-date technology to do their job well... or using outdated tools that burn lots of what could otherwise be more productive time? Organizational? Structural? Tactical? Motivation? There's MANY variables to assess and process to find those that could use some tweaks... or more. Our team can find them.

EXPERT OBJECTIVITY IS CRUCIAL TO DISCOVERING THE MONEY & TIME WASTERS: DISCOVER • DEPRECATE • DRIVE MORE SALES!

Sometimes fundamental observations- often more apparent to objective, outside consultants like us- can facilitate big increases in salesperson productivity. For example, two very common issues for MANY sales teams...

1. non-selling task work assigned to salespeople, and
2. obsolete sales technology tools

...are often illogically supported internally with "we've always done it that way." mentalities. One logic chain is a simple one:

Eliminating time-wasting processes and updating supporting technologies creates more selling time. More selling time will almost certainly result in MORE sales.

Many sales time-wasters are simply leftovers from when the company was smaller... when the sales team was also the customer service team, and also the fulfillment team, and also the ___________ team, etc. Observations of time-wasting processes that can easily be removed from salespeople and covered- if necessary (which is not always the case)- elsewhere can result in tremendous revenue growth from the very same sales resources you already have. Ignoring outdated sales technology provides a great opportunity for more modernized competitors to take market share from you.

Selling time and sales results are directly linked. But companies are extraordinarily bad about piling needless time-wasters onto salespeople. Have you ever clocked a metric called average selling time (AST)? If not, attempt to write down a percentage of time you would like your salespeople to NOT be selling each day. It's a much harder exercise to write this number than it is to read the prompt. Go ahead and try to do it right now: how much of each day do you want your salespeople to NOT be selling?

If you ARE able to write down what you consider an acceptable percentage, subtract it from 100% and use that result in a comparison with an objective measure of actual AST. Those two numbers will probably not be close. If actual AST is unacceptable- and it often is- the accompanying observations about what eats up so much of the day becomes a simple opportunity to clear out unproductive, time-wasting clutter.

Do you want to cling "we've always done it that way" status quo or do you want the increased revenue? You would be surprised how often even fundamentals like these are overlooked in- or are indiscernible to insiders of- growing companies. How it once was is probably NOT how it still is today. What once worked well probably doesn't work as well today. Sales models must EVOLVE over time.

Outsiders see through FRESH lenses

So many sales impact innovations revolve around psychology & sentiment:

• connecting the right reward system with the desired actions,
• listening to the marketplace,
• hearing the team with unbiased, completely-objective ears, and
• knocking the controllable (sometimes illogical) obstacles out of the way.

The issues can range from the simple- even fundamental- to complex. Our team can help you identify those issues and offer our best recommendations on how to address them. We can also help you implement the recommendations completing a proven process of:

1. observation,
2. identification,
3. recommendations,
4. implementation and
5. enjoying the rewards of increased sales production. Those are LONG-TERM rewards, yielding sales gains for many years to come.

Invite Big Innovations sales model experts to help your sales team become much more successful in the most tangible of ways: you will LOVE the revenue growth!