Sales development targeting high growth rates
We maximize your revenue ensuring that you have the best possible sales team with the optimal combination of sales personnel. We ensure your team operates in conditions that help you achieve outstanding results.
7C specializes in implementing change in sales-driven organizations.
We help company management to develop sales ability and sales efficiency. We focus on leadership and help sales managers become more driven and efficient by focusing on development and change. We begin by evaluating the entire sales team and only after extensive analysis, and ensuring a common direction of travel, do we help our clients design powerful change programs. 7C consultants are skilled change coaches that can help you implement all necessary changes in your sales organization. Our goal is to help our customers develop high-performing sales teams for significant and sustainable growth. In short: 7C makes change happen!
All too often, we see management relying on the two most traditional ways to stimulate and develop a sales teams’ ability – that is, sales training and sales bonuses. These are both usually ineffective over time. Reality is more complicated, and the ability of a salesperson often grows as stimulus and pressure builds. Our model shows this.
CONTRIBUTING WITH CLARITY
It turns out that most CEOs have a good understanding of the current situation, the forecast and goals that their sales team is faced with. However, often they have only a vague idea – or little idea at all – about how effective their team actually is. To understand this better, test yourself by asking the question: Could my sales team be better? If the answer is yes, ask yourself the question: How could it be better? Soon, it will become clear that a comprehensive screening of your sales team is needed to even begin to answer question two: What does sales ability and efficiency look like? Once this analysis is in place, there is a foundation on which to build and progress: the development plan, sales plan, sales processes, strategic messages, education and recruitment. Everything has its beginning in the sales analysis!
MEASURING AND LEADING ACTIVITIES
If you can’t measure it, you can’t improve it. Measuring sales activities and following up the results is central to any effective sales team. When clear KPIs and active targeting become a natural and integrated part of the leadership, this immediately leads to better results. But it is also about choosing the right system to support measurement and selected KPIs.
Effective sales leaders
Many companies testify to the difficulty of finding effective sales managers. In a recent study of about 100,000 sales managers it was concluded that 18 percent of those surveyed should not be in a managerial role. The study also found that 34 percent were not susceptible to skills-enhancing initiatives at all. 7C helps you to both recruit and develop effective sales managers.
The ability to recruit the right sales talent is central. The single fastest way to increase sales is to hire the right sales person for the role. Therefore, a study showing that 77 percent of all sales recruitment actually leads to the wrong person being hired is worrying. How do you avoid being wrong? In fact, the strategy is simple. As a manager, you want to hire candidates who are better than those you already have on your team. This again raises the need for effective analysis of your sales team – you must be able to define ‘top performance’.
Mental attitude, rather than the sales competence, is what distinguishes star sales personnel from the rest of the team. The best sales people are extremely goal-oriented, they are positive, committed, they have a high desire to succeed and are responsible. Most leaders know that coaching is the fastest way to change the mental attitude of the individual sales person, they understand that this moves the entire team to a higher level. Despite this knowledge which is strongly supported by the findings of several studies, coaching takes place on a very small scale – or not at all – in most sales organizations. Why? Usually because the culture, leadership and that which the company actually measures and values, does not support coaching as an activity. 7C has many years of experience in challenging, implementing and changing to ensure effective sales coaching on site. Performance improvements are usually considerable. We’ve seen sales teams double their results in less than twelve months.