• With salespeople, our primary work is direct and intense coaching. We anchor it to the salesperson’s most important current opportunities. We build their disciplines, skill sets and knowledge in whatever sequence will have the greatest impact for that individual. We equip each salesperson to deal with complex environments, demanding customers and high-value deals.
• With direct sales managers, our work is a balance and blend of coaching and consultation. It is impossible to improve the effectiveness of a whole sales organization without improving the effectiveness of sales management. We work with sales managers to align sales tactics with company strategy; to implement systems and structure that support value creation; to build capability in the sales organization; and to develop metrics and motivation.
• With executive management, our primary work is consultation. We provide support in business strategy and strategic positioning; marketing; brand creation and development; sales and marketing integration; sales organization structure, planning, execution and metrics.
