As every company is different and unique, the Sales Improvement Program will vary widely from company to company but the process will follow a five step procedure.
STEP 1:
Management briefs the sales consultant on the challenges that the company is facing.
STEP 2:
Consultant speaks with a number of persons in the company in order to get a broad understanding of the cause and effect dimensions of the problem(s).
STEP 3:
Consultant develops a list of concerns and poses potential solutions to the problem. These are carefully reviewed and discussed with management. The solutions that are deemed to be desirable are adopted as part of the improvement program.
STEP 4:
Consultant assists the company to successfully implement the recommended changes and remove obstacles while monitoring to assure that the problems they were meant to address are receding and the desired results are occurring.
STEP 5:
Consultant presents a review of the concerns, the implemented solutions and the results to management.
