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What Can Selling the SMART Way Do For Your Sales Team?

Insure that your sales people focus on prospects and customers with the highest potential for lifetime value, and avoid wasting time on DOA's, prospects that are Dead On Arrival.

Improve visibility into the process, at every level, so sales people stay focused, sales managers know how to coach, and senior management can plan effectively.

Simplify the creation of performance metrics that support optimum sales effort at minimal sales costs.

Create Accountability at unprecedented levels, with insights into the sales process that produce continuous improvement.

 

SOLUTIONS FOR COMMERCIAL, B2B SALES ORGANIZATIONS

Bristol Strategy Group's solutions for commercial sales organizations grew out of the vision of founder Ellen Bristol.  After a 20-year career in corporate sales, Ellen launched her consulting practice with a question:  "What's wrong with Sales?"  She soon realized that although the Sales function is the most strategic of all business disciplines, it is too often handled like a tactical one.  Performance management and productivity initiatives, common in manufacturing, distribution and operations, often come to a screeching halt at the door to the Sales Department.  Ellen's insights drove her to develop Selling the SMART Way®, describe the imageour flagship methodology for sales-force productivity.

Today, BSG boasts a series of solutions for sales teams that sell complex solutions in the B2B market. 

Solutions for Sales-Force Productivity.

Selling the SMART Way®, our premier solution for B2B sales organizations.  Selling the SMART Way® includes:

    • The SMART Way™ Laboratory, an intensive workshop to develop your company's ideal-prospect profiles, key opportunity-stage definitions, and other critical performance indicators.
    • SMART Way™ Scorecard 2.0, our intelligent toolkit for prospect selection and opportunity-stage management.
    • SMART Way™ implementation and performance coaching, for continuous improvement of sales results.

The Myth-Buster's Handbook, a three-hour workshop that introduces core elements of sales-force productivity, delivered via webinar.  The Mythbusters program includes

  • E-book The Myth-Busters Handbook:  Five Myths that Slow Down Sales and How to Avoid Them.  Includes interactive templates and calculators.
  • Seminar:  The Myth-Busters Handbook Workshop delivered via webinar for your sales team, or on an open enrollment basis.  Also available as a 90-minute presentation for your next conference or annual sales lmeeting.

Sales Assessment Tools:

  • The Leaky Bucket for Sales-Force Productivity.  On-line assessment measures the level of productivity of nine key business practices that drive sales success.  The Leaky Bucket is free, it takes 5 minutes, and you'll receive your confidential results immediately, plus a private conversation with Ellen to debrief your results.  Click here for more information.
    • Team Reports:  Have your entire sales organization participate in the Leaky Bucket survey, and we'll collate the data to give you a custom report.
  • The Opportunity Risk Calculator for Sales.  Do you know how much an hour of sales time is worth?  If you're just guessing, download our Opportunity Risk Calculator for Sales, and find out for sure.  The Opportunity Risk Calculator shows how little time your sales people actually devote to true selling activities - and how much money they put at risk for every hour of their time.

 Other Sales Resources:

  • Sales Resource Library.  Download white papers, best-practice reports, webinars and recordings to help you learn more about sales-force productivity and put it to work for you.