ACTION PLANNING

With years of experience and an industry perspective, our consulting services provide the guidance needed to implement programs that create lasting change in your organization. A project begins with a thorough review of your needs and a clear expectation of a desired outcome. At the conclusion of our involvement, data will validate that we have accomplished your objectives.

Our consulting model focuses on an understanding of your company sales and marketing vision and alignment of behaviors in support of that vision. We work with you at thirty thousand feet to understand the big picture, then work our way to the field of battle where behaviors and actions of your people make the difference. The model can include:

• Discovery that includes an understanding of your company history, sales & marketing vision, compensation, market objectives and the power in your people.
• Communicating vision to understand and help you craft objectives based on measurable outcomes.
• Definition of benchmarks that link to organizational outcomes.
• Coaching for managers and executives as necessary.
• Training for employees to ensure proper skill sets.
• Development of materials for brand promotion.

Contact us to learn more about our discovery questionnaires and the power of self awareness for your organization

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THE POWER OF VISION

We begin with a thorough examination of your company that assesses the most important factors of sales and marketing success. You will be challenged to think about your Sales Structure, Competitive Differentiation, Sales Measurement, Use of Sales Technology Tools, Marketing, Public Relations, Advertising and more. The most important discovery involves your Company Vision and how it translates into behaviors for your staff.

One study concluded that visionary guidance is the most effective leadership tool available to a manager or executive. Most organizations have innocuous vision that fails to differentiate and provides no behavioral guidance for salespeople. We assert that five important factors are required to produce a vision that links to behaviors and results.

FIVE INDISPENSABLE COMPONENTS OF VISION

• Seen – The vision of the company must be consistently communicated in words that are readily understood by all contributors to the organization.
• Simplicity – A vision must be simple and provide an unequivocal mission for the entire organization to follow. If an individual has to read a piece of paper to define the company vision or mission statement, then it is most likely not being communicated properly.
• Sanity – For some organizations, sales objectives are determined with little reference to reality and market conditions. A solid vision must include benchmarks that can be achieved, measured and attained with dedicated effort.
• Shared – Leaders discover how to make each individual a part of the company vision.
• Sincere – Ultimately, the vision is something that people will believe in. This is where the culture of your organization is put to the litmus test. Your mission and vision must include behavioral objectives that are well defined for contributors to the organization.

PLAYING DARTS WITH A BLINDFOLD

Playing darts with a blindfold is never a good idea and leads to dangerous situations. Playing business without a strong sense of purpose is dangerous for organizations. Employees lose passion while clients fail to distinguish any factors of differentiation.