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The SalesForce4Hire Sales Accelerator System®
Once the sales prototype is designed, we deploy our Sales Accelerator SystemSM to literally build a revenue-generating sales team.
We take the reigns on
In essence, we help obtain the right sales talent armed with effective tools to call on specific, qualified prospects. Then we transfer that asset back to the client when the client is ready.
The results speak for themselves. In fact, SalesForce4Hire’s approach to market entry can result in a 500% improvement in actual “face-to-face” sales activities over comparable in-house sales organizations.
Benefits of the Sales Accelerator System
- Less time and cost to traction.
Traditionally, a 10-rep sales approach takes up to 13 months to gain traction, at an estimated cost of $1 million*.
The SalesForce4Hire approach takes only 4 to 5 months to gain traction, at an estimated cost of $325,000.
- More days spent selling.
Because our Sales Accelerator System allows us to get our sales people in place more quickly and efficiently, SalesForce4Hire sales reps spend approximately 25% more time actually selling.
- Increased productivity and less cost per day.
In one year, each non-SalesForce4Hire rep may have typically spent only 12 days face-to-face selling—at a cost of $8,334 per day*!
In that same time, each SalesForce4Hire rep will have spent 61 days face-to-face selling—at a cost of $1,967 per day!
* “Outsourcing the Sales Function, The Real Cost of Field Sales,” Erin Anderson, Ph.D.,
Bob Trinkle, pp. 182-184, The Thomson Corporation, 2005.
IA²® (Intellect, Authority, Ability)
IA² is a strategic business tool we use to qualify prospects. To be categorized as a primary sales prospect, we make sure our prospects possess the following three attributes:
- The intellectual ability to embrace the value proposition
- The authority to execute a purchase
- The ability to support it with appropriate funds
To see IA2 in action, see Sales Accelerator case studies.
Dynamic Parallel Targeting®
Dynamic Parallel Targeting is a strategic decision-making tool that we use to evaluate market risk and prioritize competing market opportunities. This is especially effective for clients with operational or capital constraints but with a variety of revenue opportunities in different market segments. We evaluate each market segment in terms of barriers to entry, market risks, adoption rate, and market penetration cost and also consider the value the product or service offers the customer, as well as the associated earnings potential. The resulting decision matrix reveals the priorities for maximizing return on investment (ROI).
To see Dynamic Parallel Targeting in action, see Sales Accelerator case studies.
Tactical Sales Platform®
Once we’ve identified our client expectations using the IA2® and Parallel Targeting Processes®, our next step is to customize the Tactical Sales Platform, the operational framework by which we assemble all the tools needed to succeed (e.g., laptop, collateral, target list). The Tactical Sales Platform may include the following:
- Target database integration into customer relationship management system
- Managerial reporting system
- Customer and field sales support procedures
- Adverse incident reporting, recall, and quarantine procedures
- Sales training materials, curriculum, and tool kit
- Telecom and email
- Order fulfillment and distribution support
- Customer support personnel and training
To see Tactical Sales Platform in action, see Sales Accelerator case studies.
Customer Acquisition Process®
The SalesForce4Hire Sales Accelerator System® culminates into the Customer Acquisition Process. Each phase of the Sales Accelerator System builds the value of A) the revenue-generating asset, B) the emerging sales team, and C) the supporting infrastructure. The process helps us gain insight into the value exchange at the point of sale with the target prospect—insight that guides the sales team's building process in terms of optimal skill sets, intellectual capacity, motivational factors, required experience and sales sophistication, compensation considerations, and required detailing and sales intensity. The Customer Acquisition Process includes:
- Sales model optimization (direct, shared-bag, independent, or custom mix)
- Sales team recruitment (missionary, hunter, farmer, commodity/distribution, or telesales)
- Sales team training
- Sales team motivation and leadership
- Sales team management
To see the Customer Acquisition Process in action, see Sales Accelerator case studies.
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