KENSINGTONHOUSE LTD
Sales & Marketing Consultants
Strategists Facilitators Implementers Change Agents
SERVICES

THE CLIENT'S GOAL: Increase Sales Productivity
...not a difficult concept to grasp:

    - Close more business,
    - Get paid for your Value; and
    - Do it at a lower cost.
    
Sounds simple, however, the devil's in the details and the execution isn't quite so easy to achieve.
Our work often involves in depth Analysis across  the Client's Sales and Marketing Processes to
benchmark current position and develop opportunities, goals and plans for improvement.


SALES PRODUCTIVITY SERVICES:

INCREASING SALES PRODUCTIVITY
Sales Productivity, has two limitations, one external and the other internal:
A. External - The size and nature of the Market; and
B. Internal - The quantity and quality of the Resources allocated to do the job

OPTIMIZING THE KEY SALES RESOURCE:  SALES TIME
The single most critical Sales Resource  for any company is the Limited Sales Time of the individual
sales person. It is at the same time the most limited resource...and often the most expensive.
Optimizing that Limited Sales Time is the singe most critical challenge in increasing Sales
Productivity.


HOW WE DO IT - INSPECTION - BENCHMARKING - PLANNED GROWTH
Our process for improving  Sales Productivity involves three steps:
1.  Quantify  Sales Capacity and Market Fertility
2.  Inspect and Evaluate the alignment of Market fertility with Sales Capacity; and
3.  Inspect, Benchmark and identify  opportunities to increase Sales Productivity through
   increasing Sales Efficiency and Sales Effectiveness.

Sales Efficiency - Organize the Use of Sales Time - the Rifle vs. the Shot Gun

The Objective: Increase the chances that every moment of sales time is spent in front
of a qualified prospect with needs and an appetite to buy.

HOW ?
- Increasing Target Market Focus -The ability to Identify, Capture, Segment and Organize around the
highest potential market segments; - Know where to point the rifle.
- Maximizing qualified  "at-bats"  -  consistently identifying opportunities as they
develop in the Market and to being "considered" as a viable solution; Power Prospecting.
- Increasing the availability, knowledge and use of Technology and Tools  that help to optimize
Sales Time - build consistency and quality into planning and follow up.

Sales Effectiveness - The Use of Sales Time - What happens in front of the Customer

The Objective: Increase the "Conversion Rate" and shorten the Sales Cycle by  improving Pipeline
Management and increasing selling skills.

HOW?

Pipeline Management:
Ensuring the steady progress of deals through the sales cycle by tracking the critical KPI's and
verifying "evidence of reality"  to differentiate between Pipelines...and Pipe Dreams. Cleaning out the
deadwood and focusing on moving the best opportunities.

Increasing Selling Skills and Sales Process Knowledge
Build Competency and Knowledge in terms of :
-  The Processes currently in place to achieve the desired result.
-  The Knowledge base needed to be effective; and
-  The Competencies required to actually put that knowledge to work

The first step is to Benchmark and then to build tailored development plans for each Sales Person
designed to build on their current competency level. Specific Benchmark Measurements  compiled for
each Sales Person should include:

1. Organizational Skills    -   The process for organizing and investing their time
2.  Sales Process Skills  -   The Knowledge and Execution of effective Sales Process    
3.  Knowledge Base        -    The command and use of the key Sales Knowledge Components:  
                                                           - Customer Knowledge
                                                            - Market Knowledge
                                                            - Product Knowledge
                                                            - Sales Skills and Process Knowledge

PRACTICAL  TOOLS
Along the way a number of Practical Tools are developed including:


  • SALES TRAINING
  • SALES MANAGEMENT TRAINING
  • SALES READY MESSAGING - VALUE BASED SELLING
  • How TO SELL MORE with CRM - Making your CRM Investment WORK

                                                                                               
                                                                    - Designing & Implementing CRM Right The First Time
                                                                     - CRM TRIAGE for broken implementations




  • MARKET RESEARCH                           - What They Buy - Why They Buy - How They Buy
                                                                    - Understanding What The Customer Values

                                                                            - How to speak to and Get Paid For Your Value
                                                                             - Everybody on the Same Page/ Same Story
                                                                             - Building Your Value Statements
                                                                             - Aligning Your Value with What The Client Values
                                                                             - Building Sales Content  - Languaging for the Sales
                                                                               Process