Sales Advisory Program

Do you need a way of managing your sales organization that is customized to your company’s needs? Pivotal Advisors works 1-on-1 with your sales leader to implement solutions based on the nuances of your company, team, and industry.

This program is customized to fit the needs of you and your company. A Pivotal Sr. Advisor will work with you to assess the areas in your organization that you want to strengthen. Aspects we work on include, but are not limited to:

Identifying ideal clients that allow for the best chance of winning
Differentiating your solutions from the competition
Implementing structured hiring and onboarding systems that increase your success rate with new hires
Creating individual and team sales plans that provide direction to the team
Developing a defined, consistent and repeatable sales process made up of your team’s best practices
Designing customized sales tools that reinforce the sales process
Refining sales metrics and goals, then determining which can be used to spot coaching opportunities
Implementing performance management best practices to increase accountability
Revising compensation plans that align with company strategy
Improving coaching and communication skills
Implementing a Sales Operating System™ to drive a cadence
Driving accurate forecasts and pipelines

We help you establish clear goals, expectations, and identify metrics to track progress in connection with leadership and salespeople behaviors, activities, as well as results:

Sales Leaders

Sales Operating System™
Coaching skills
Baseline metrics
Delegation
Time management
Awareness
Accountability
Communication

Sales People

Increased activities
Increased opportunities
Accountability
Intentional plans
Process adoption

Results

Deal/revenue
Visibility
Accountability
Confidence
Clarity

The Process

1 Assessment

Your Sr. Advisor will gain an understanding of how your sales organization is operating today, what is working well, and areas that have an opportunity for improvement. This data is compiled through:

Reviewing documents that can provide additional insight into your organization such as strategy, process, job descriptions comp plans, sales reports, sales tools, etc.
Interviewing your sales leader(s), executives/CEO, salespeople, and sales support to understand how things work in your organization today
Identifying positive and negative consequence systems that drive behavior
Presenting our findings and recommendations, which helps your executive team align and prioritize our work with the sales leader

2 Coaching Action Plan

Based on the assessment, your Pivotal Sr. Advisor will meet with the sales leader and the CEO/Owner to align on goals and areas to address. This will be captured in a coaching action plan with a timeline that will be used to manage the engagement and track progress.

3 Plan Execution

Recommended bi-weekly sessions where Pivotal Advisors helps your sales leaders implement vital changes to the organization to drive activity and results. Your Sr. Advisor will work with the sales leader to:

Develop the proven systems and processes that drive activity and sales
Plan and implement key changes to the sales organization
Track effectiveness of changes
Communicate progress to management
Manage change and resistance
Communicate progress to management

4 Outcomes

By implementing the components outlined above, at the end of the engagement, your sales leaders will drive their sales system which will:

Improve activity, close rates and/or deal size, leading to increased revenue
Leverage repeatable processes and systems which makes the entire team more effective and less reliant on a few superstars
Increase pipelines
Result in more accurate forecasts
Improve sales skills and capabilities
Leverage metrics to better understand what is happening in sales
Improve communication between sales, management and other departments
Develop leadership skills of the person leading your sales organization

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