As with all strategy, evaluating a sales system starts at the top. We actively work with owners and senior leaders to evaluate, redefine, restructure, and create sales systems, including:

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• Auditing existing sales strategy

• Measuring previous outcomes

• Evaluating client profiles

• Assessing client and market fit

• Identifying ideal targets

• Building a sales implementation strategy and plan

 

After defining a strategy, refining a operational level sales processes identifies the specific tactical activities and decisions to set up a sales team for success. Key activities include:

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• Auditing existing sales processes

• Engaging with past, current and prospective clients

• Developing training programs and engagement roles

• Updating collateral

• Establishing a process for ongoing system improvement

Very often, and for a variety of reasons, salespeople and teams do not have adequate or ideal training. Wentworth advises both on creating high performing sales teams and the development of existing teams, including:

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• Realigning goals and strategy with necessary skills

• Delivering custom sales training

• Shadowing and modeling sales representatives

• One on one and group evaluation

• Fostering engagement and enthusiasm

In addition to advice, Wentworth works with select clients in a bespoke fractional executive capacity as sales managers. This is an ideal arrangement for organizations who can benefit from senior leadership, management, and oversight of a sales team, but don't require a full time hire for this role.

 

The benefits of this relationship include ongoing assessment and hands on development of sales representatives, team building, and the development of internal best  practices.