Sales Performance Associates LLC

Problems look different depending on your point of view.  The same is true when sales effectiveness issues are identified in media technology companies.

For example, when sales forecasting is consistently inaccurate, the CEO, Vice President of Sales and Account Executives have very different concerns about the same problem.

The CEO worries about the impact on cash flow, profits, investor relations and perhaps even performance bonuses.  The Sales VP worries about missed sales goals and the impact on his or her credibility with the CEO.  Account Executives worry about lower-than-expected commission checks and maybe even job security.

The same problem has both personal and business impact on each.  And, the problem’s impact has operational, cultural, political and strategic aspects.

The following pages explore media technology sales conditioning issues from several viewpoints.

Issues for the C-Level Executive explores sales conditioning improvements from the perspective of senior level corporate management.

Issues for Sales Management looks at sales conditioning improvements from a sales management perspective.

Bottom Line Impact of Sales Conditioning Investments analyzes the various ways that improvements in sales conditioning improvement flow directly to your bottom line.

Your Customer’s View of Sales presents research on how traditional sales cultures are viewed by buyers of complex technology.

Sales and Marketing Conditioning

Sales Performance Associates helps growing media technology companies achieve sustainable, repeatable and predictable revenue growth by improving sales and marketing processes, methods and execution. Our unique sales conditioning approach helps clients identify more and better sales opportunities; improve the size, qualification and velocity of their pipeline; enhance sales forecast accuracy; win more competitive opportunities; grow business within existing accounts and upgrade overall sales and marketing execution and efficiency.

Sales Conditioning is not drive by rah-rah training. We address the full range of tactical marketing and sales operations - from demand creation through to close. We begin with a Strategic Assessment workshop including your senior management team to define the who, what, where, how and why of your sales challenges. We then produce a comprehensive report of indicated improvements, a best practices sales process map and a customized plan designed to deliver the highest return in the shortest time. We work with your "live" deals in coaching and training workshops to make new methods and tactics immediately relevant. And to assure adoption, our program includes on-demand opportunity coaching and recurring training to reinforce the new methods.

Let's Diagnose Before We Prescribe

Click here to schedule a no-obligation 20 to 30 minute telephone conversation to discuss your situation. Let's see where we can help.

Your sales and marketing team doesn't need training..they need sales conditioning.