An overview presentation on PEAK Sales Consulting, why use a consulting firm, what we offer and how we do it. We are a Sales & CRM Consultancy firm.

1. PEAK Sales Consulting, LLC
Leading Sales Teams
to Success
Russ Lombardo
President
(919)559-2395
russ@peaksalesconsulting.com
www.peaksalesconsulting.com

2. Why Work With An Outside Consultant?
Industry Experience and Wisdom
An Outside Perspective
Unbiased Views
Not Politically Motivated
Think Outside The Box
Teach How To Fish, Not Just Give You A Fish
– Transfer of Knowledge

3. Who We Are
Over 30 Years in the High-Tech Industry
Over 8 Years working for CRM/SFA Vendors
– Including SalesLogix & GoldMine Software
Former National Sales Director for GoldMine
Intimate Knowledge of VAR Channel
Experience With Hundreds of End-User CRM Designs and
Implementations
Personally Designed and Implemented CRM Solutions for
Internal Use With Vendors
Author of “CRM For The Common Man” and “CyberSelling”
Experienced Sales Executive Who Relates to Real-Life Selling

4. What We Do
Develop Effective Sales Processes
Establish Cohesive Lead Flow Systems
Enhance Workflow Between Various Departments
(Marketing, Sales, Support)
Provide Customer Information & Knowledge
Throughout Your Organization
Deliver Sales Training Courses (on-site & web-based)
Sales Coaching
Conference/Event Speaker
Help Sales Executives Exceed Their Goals

5. Areas Of Focus

6. Key Market Issues
Sales Cycles Are Much Longer Than Expected
More Leads Are Required To Close Sales
Longer Learning Curves For New Sales Reps
Productive Selling Time is Decreasing
Accurate Forecasts Are Hard to Develop
Collecting and Organizing Sales Information
Wastes Enormous Amounts of Time

7. What Sales Reps Need To Succeed
Communicate Job Performance Expectations
Remove Customer Service Obstacles
Provide Sufficient Technical Support
Provide Sufficient Competitive Information
Develop Selling Skills
Provide Product Knowledge
Utilize Technology to Increase Efficiency
Develop Team Incentive Systems
Develop Rewards for Increased Productivity
Offer Career Growth

8. What To Consider
Assume the Sales Organization
Already Knows How To Sell:
New Product Training & Sales Refresher Courses Are Not Enough
If the People Are Not The Problem, Then It Must Be The Process!
Core Processes Include:
– Sales Process
– Administrative Process
– Customer Service Process

9. Approach
Sales
Rollout
Audit
Plan Implement Measure Correct

10. Audit
Develop A Team
1. Upper Management Team (Client)
2. Independent, Experienced, Un-Biased Party (Consultant)
3. Group Representing the Org/Function to Improve (Auditee)
Approved Business Practices Must Be Suitable to
Achieve Company Objectives
Audit Is An Evaluation Of The Sales Operating
System, Not An Evaluation Of Sales Personnel

11. Audit
Series of Meetings (In Person, Phone) With Auditees
Requires Access To Work Area And People
Must Have Secured Access To Records:
– Sales Records
Leads, Lit Kits, Proposals, Orders, Account Profiles, Sales History
– Administration Records
Forms, Management Reports, Forecasts, Job Descriptions,
Sales/Product Training, Employee Surveys
– Service Records
Competitor Performance, Order Status, Reports, Customer
Returns, Customer Complaints, Customer Surveys

12. Building Without A Plan
What You Wanted What You Got!

13. - Outbound
Lit Kit
- Scripts
- Data Gathering
Field Further - Calls
- Appts
*
- Qualify Sales Rep Qualify Close
- Assign Field Rep
- Quotes $$$
- Send Info - Proposals
- Tech Info *
Tele-
Tele- - Correspondence
Inbound Marketing Forecasts,
Activity Lists,
Pipeline - Process Order
Order - Fulfillment
Admin - Schedule Shipping
Leads
Mailing Sales Mgmt
Lists Competitive
Info - Generate Invoices
Marketing
Reports Accounting - Receivables
Campaigns
Cross Sell: Account
- Addt’l Products History
- New Products
Marketing
- New Versions/Revs - Order Tracking
- Services - Customer Follow Up
Customer - Sales Inquiries
Service
Customer Leads Problem/ - Trouble Tickets
Profile Analysis Resolution Tech Support - Incident Tracking
- Problem Escalation
* * R&D
 PEAK Sales Consulting, LLC All Rights Reserved

14. Plan
Establish Goals
– Improve Sales Productivity
– Improve Customer Satisfaction
– Improve Employee Satisfaction
Identify Existing Situation (Audit Results)
GAP Analysis
– Where You Are vs. Where You Need To Be
Develop Improvement Plans

15. Process Flow
Closing Ordering Trouble Shoot
Customer Negotiating Quoting Training
Expectations Proposing Forecasting Installing
Qualifying Reporting Expediting
Prospecting Planning Delivering
Sales Admin Service
Process Process Process
- Training - Training - Training
- Techniques - Techniques - Techniques
- Tools - Tools - Tools
Performance
Results
Redesign Process
Employee
Feedback
Performance Customer
GAP Analysis Feedback

16. Sales Process Improvement Examples
Redesign Sales Territory
Redesign Sales Training Procedure
Redesign Sales Demo Tool Kit
Redesign Customer Service Process to Remove
Obstacles
Redesign Sales Order Administration Process to
Remove Bottlenecks
Implement Sales Automation Tools
Re-deploy Sales Personnel Responsibilities
Deploy Best Practices of Successful Sales Reps

17. Responsibilities – Sales Management
Clear Away Obstacles
Recognize & Reward the Contributions of Sales Personnel
Provide Training Opportunities to Help Personnel Reach
Performance Standards
Communicate Vital Information About Sales Operations to
Help Personnel Perform Required Tasks
Provide An Information System to Optimize Efficiency,
Effectiveness and Accessibility of Information
Provide Work Instructions to Help Personnel Accomplish
Organizational Goals (Operations Manual)

18. Responsibilities – Sales Personnel
Develop Deep Understanding of
Customer’s Business
Match YOUR Capabilities With the
Customer’s Needs
Help Customers Succeed By Ensuring
They Purchase the Right Products
Execute Approved Sales Processes

19. Sales Process – Sample Activities
Prospecting Leads
Qualify Best Prospects
Meet With Decision Makers
Identify Needs & Problems
Develop Sales Strategy
Present Solution Proposals
Handle Objections
Negotiate Agreements
Close
Service Orders

20. Sales Training
Training on Best Practices
Training on New Processes
Sales Training Using the PEAK Sales
Process™
Available in Classroom, Distance
Learning (Web-based) and eLearning
Follow-up Sales Coaching Programs

21. Why Use Sales Technology (CRM)
Automate New Processes
– Streamline the System
Increase Productivity
– Reduce Administrative Tasks
Improve Effectiveness
– Focus on the Job of Selling
Replicate Efficiencies and Best Practices
– Help New Hires and Struggling Sales Reps
Eliminate Redundancies & Reduce Errors
– Improve Quality of the Sales Process

22. Life-Time Relationships

24. PEAK Sales Consulting, LLC
Helping Businesses
Acquire & Retain
Customers!
Russ Lombardo
President
(919)559-2395
russ@peaksalesconsulting.com
www.peaksalesconsulting.com