HOW WE DO IT
Our belief is that sales operations perform best when the channels are enabled to succeed – they have a clearly defined role in the sales function, they are rewarded fairly and they have a strong support model in place. The Sales Factory approach is to help businesses achieve the right balance of these enablers and that they are aligned directly with the company’s goals.
The Sales Factory approach is to work with their clients to understand their goals, the current environment and use this to develop an agreed plan. We call this “Aspiration, Education, Formulation” – a proven methodology that ensures the plans are fact based and will meet the needs of the business.
Our consulting services are project focused with a clearly defined brief, agreed milestones and deliverables. Together with our clients we review and create sales and distribution strategies and distinct sales channel plans that provide an agreed way forward to developing new, or optimising the existing sales channel mix.
Elements covered in channel plans include; channel resourcing, sales capability requirements, locations, team structure & organisation, remuneration models to meet desired cost of acquisition/retention, targets, product and promotional requirements, channel support needs (IT, CRM, product fulfilment), performance and metric KPI’s.
The Sales Factory’s “Virtual Sales Director” function will execute the sales distribution strategy and channel plans on behalf of our clients. Assuming the role of Sales Director, The Sales Factory will build and roll out the components of the distinct channel plans including channel selection and recruitment, remuneration/commission/KPI build & execution, training co-ordination and rollout, infrastructure build and implementation, product promotional planning and sales channel delivery, sales collateral build and lead generation activity.
This can be undertaken on a fixed short term or variable days/weeks per month basis.
COACHING & ADVISORY
The Sales Factory coaching and advisory service provides ongoing strategic support to the CEO, Board, or other senior executive appointments. Focus is placed on the transfer of knowledge and skills by working together with the individuals and teams to support implementation and change programmes, or to remain as a committed member of the business through a permanent advisory board appointment.