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Sales Model Analysis
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Sales Model Analysis
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 

 

 Sales Strategy Overview
Due to the fast pace and rapid change in the industry, many VARs are facing increasingly difficult challenges as well as incredible opportunities for growth.  The ability to identify and respond to these dynamics is vital to their success.  The Sales Strategy Overview is a service that provides an outside objective assessment of the business model by an independent consultant who has had the exposure to a variety of VAR's successes.  This confidential review of key areas can lead to the opportunity to maximize the delivery of value to the customer.

The Sales Strategy Overview is a day spent on site to explore the potential of their current Business/Sales model.  Through the use of a diagnostic tool, the following areas are discussed and opportunities for growth are identified:

Business Model Review

  • Organizational Structure
  • Strategic Plan
  • Service Model
  • Core vs. Content


    • Sales Model Review

  • Experience and Skills
  • Division of Responsibility
  • Incentive System
  • Accountability
  • Tools


    • Customer Satisfaction

  • Program Elements


    • Growth Opportunities

  • Market
  • Service
  • Partnering


    • The purpose for this review is to create a vision of the future; clearly identifiable goals that will make this vision a reality, and then develop an action plan for accomplishment.

    The day is spent with an initial introduction of the Strategic Sales concept and overview of the day's process, for the entire management team.  This is followed by individual, one hour interviews of the management team members, with discussion of the diagnostic tool questions.  At the end of the day, the team will reconvene for a summary of the diagnostic tool results.  The strengths, opportunities and challenges of the business model will be discussed and collectively turned into an action plan which will identify business model goals, party responsible for each goal, and estimated date of accomplishment.

    Follow-Up
    In order to allow for tracking of progress and identification of adjustments that need to be made to the plan, a meeting will be held one month following the session.  Strategic Business Solutions will facilitate a discussion with the management team as to the status of the plan and necessary revisions.

    A typical agenda for the Strategy Overview is as follows:
      8:00 to  8:30         Overview of the Selling Value Concept
                                    and Day
      8:30 to  9:30          Interview with CEO
      9:30 to 10:30         Interview with VP Sales
    10:30 to 11:30         Interview  with Director of Sales
    11:30 to 12:30         Lunch
    12:30 to   1:30         Interview with Sales Branch Managers
      1:30 to   2:30         Interview with Director of Professional
                                    Services
      2:30 to   4:00         Summarizing of Data and Creating
                                    Report
      4:00 to   5:30         Discussion of Results

    The use of this service has provided those VARs that have participated in the past the comparative advantage of creating a strategy for success which incorporates their own vision and clearly defined methods for accomplishment.  It has provided them with keen insight and propelled them toward a rewarding future.

    Key Take-Aways

  • On site visit from an experienced, objective consultant
  • Cooperative analysis of the business model
  • Identification of challenges and opportunities
  • Specific, measurable recommendations
  • Stronger customer relationships
  • Stronger customer satisfaction
  • Improved revenue opportunities
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    Strategic Business Solutions, Inc.
    Sales Consulting for Technology Companies