ELA helps sales organizations create and execute their growth plans. We fine-tune the sales operating system by uniting sales leadership, sales managers and salespeople. All three need to: share the same view of the market; understand the
strategies and sales tactics needed to implement them; retain and apply critical customer and market knowledge; use the same
metrics; demonstrate accountability with one another; and, work with
processes—like CRM and compensation—that make sense. We then help align those strategies and processes with other departments and corporate goals.
1. Develop a focused plan, with metrics, tied to strategic corporate objectives
ELA helps your organization develop and implement a strategic sales
planning infrastructure—a critical step in both initiating and managing
change. This process provides: short and long-term direction to the
sales organization; real strategy to maintain or improve
the elements of your sales operating system; and, coherence for
your major initiatives.
2. Improve sales management
The concept is very simple: the most effective sales teams have the
most effective coaches—from the senior VP to the field sales managers
who spend their days riding along with the reps.
ELA trains your managers how to coach effectively to simultaneously bring about and reinforce desired behavior changes, and to lead the team in meeting organizational objectives.
We provide direct coaching to senior sales management to make sure that
the overall plan is implemented as intended, and that organizational
behavior supports the long-term success of the plan.
3. Enrich the capability of salespeople and sales teams
ELA trains your managers how to coach effectively to simultaneously
bring about and reinforce desired behavior changes and lead the team in
meeting organizational objectives.
There is no second place in sales—one team wins, the rest get a
learning experience. Fortunately, there are less expensive ways to
learn. ELA provides sales force development by equipping your team with
the knowledge, skills and systems critical for success.
We offer the conceptual tools, strategies, techniques and coaching that enable your sales force to win sales:
- Retain and expand current key-customer relationships
- Initiate and acquire solid working relationships with new customers
- Pursue profitable and probable opportunities
- Differentiate your offering in new ways, with each customer and within each sales campaign
- Define solutions that give your customer real value, and link your offerings to your customers’ needs
- Maneuver around a price war and negotiate win-win solutions
- Influence the customer’s decision-making process and outsell the competition