Our Sales Methodology

To truly Elevate Sales and create Sales Transformation in a business, means having complete alignment and buy-in from all 3 levels of an organization: The C-Suite, the mid level Sales Managers, and the frontline Salespeople.

Each area of the business is responsible for creating and executing a different part of the overall sales strategy.

 

C-Suite:

The role and involvement of the senior company leaders is critical in creating true Sales Transformation. The C-Level team sets the strategy for the entire company, determines the principles that will guide and inform all of the daily processes and procedures, and establishes the people that will lead and create the culture within which the company will operate.

It is the C-Suite that first creates the vision and ultimately it is the vision that inspires habits. We work with the senior leaders to help them understand all the scientific elements of building a systematic, repeatable, scalable sales strategy that powers the future revenue and profitability growth of the entire business.

 

Sales Managers:

Sales Managers have one of the most difficult jobs in creating sales transformation and establishing a sales culture because they are the intermediary of converting theoretical strategy into actionable and repeatable processes.

Responsible for actually doing the work of recruiting, hiring, training, and motivating the sales force, it is the sales manager(s) who often effect whether or not results actually take place.

At Southwestern Consulting, our team never replaces the essential work of internal sales managers. Rather, we partner with them and work alongside them to develop the creation of several necessary tools and processes to help them attract the best salespeople and empower them for sales success.

Inspiring the sales team on a daily basis falls squarely on the shoulders of the sales managers, which is why we train them on our proprietary ECCE sales management system which gives them simple actionable strategies for how to coach and lead each salesperson based on their unique strengths and weaknesses.

 

Sales People:

Creating a Top Producer is the result of developing expert competency in 3 areas: skills, systems, and self-motivation.

When it comes to sales skills, we train your team how to: generate more referrals, get more appointments, more quickly identify prospects’ needs, adapt to and manage objections, and become more powerful at asking for the sale and collecting cash. Our proven 160 year history of developing top sales professionals combined with our internationally renowned thought-leadership expertise ensures that you’re getting some of the best sales training in the world.

Sales systems is an area that is often overlooked by both salespeople and sales managers but it is of the upmost importance. Sales systems includes skills in the areas of: working sales territory, managing a sales pipeline, setting sales goals and targets, updating the CRM or contact management software, and conducting effective prospect and customer follow up. In many cases we know that we can help raise sales by increasing overall organization.

Then we also work with them to develop strong self-motivation and understand the power of improving their personal attitude. We train the sales force on how to build confidence, resilience, and persistence by leveraging tools like positive self-talk, a daily schedule, and focusing on controllable activities.

In the center of it all, is ultimately driving and affecting the salesperson’s daily habits. And so we often utilize our signature 1-on-1 coaching services to provide customized accountability to maximize the likelihood of execution and implementation.

Our Collaborative Consulting Process is 4 Phases :

  • Research

    We perform on site shadowing and review your sales processes.

  • Consult

    We deliver expert recommendations customized to your unique business.

  • Create

    We partner with you to create custom resources for you to immediately use in your business.

  • Embed

    Your team engages with our ongoing coaching and accountability systems to ensure maximum implementation and results.

To learn more about how we partner with you to elevate your sales :

Request a free consultation

Testimonials

Lee Pepper, CMO, Foundations Recovery Network

Working with Southwestern Consulting has turned out to be one of the best decisions I’ve ever made as a leader. They quickly executed a 30-day analysis and came back with what was mind-blowing opportunities for improvement. Since then, our call-to-admission conversion ratio has quadrupled! They are simply amazing.

Forrest Walden, Founder and CEO of IronTribe Fitness

After a 60-day research phase, the Southwestern Consulting team uncovered several key areas for improvement. Collectively, our 32 franchise gyms increased overall sales numbers by just over $100,000 chain-wide after one month of beginning work with you! This is by far and away the biggest increase month over month that we have ever seen!

Kelly Roy, VP of Business Development, Century II

Southwestern Consulting is highly customized, organized and efficient. We have seen results immediately and I can't be more thrilled.

Frank Argenbright, Owner and CEO, SecurAmerica

Southwestern Consulting helped us make immediate changes in our business. The initial investment was recovered within a few months. You guys are the best sales performance consultants in the world, period.

Tracy Christman, VP of Vendor Alliance, Budget Blinds on our 2013 Canadian Summit

By dedicating the time and attention to understanding both our model and the challenges that face our business, your trainings have always been deemed by our franchisees as pertinent, timely, relevant, and actionable. It's no coincidence that Southwestern Consulting sessions are regularly the highest rated.

Tim Leeper, President, Tim Leeper Roofing

I have seen meaningful differences since having Southwestern be a part of our team. If leaders are serious about improving performance and increasing capacity for growth, they should strongly consider working with your team.

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