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Federal Sales Coaching...
Do you have an
existing Federal sales force but need experienced sales management
and direction? Seneca Creek understands that the CEO and/or
President often wear many hats, including sales management.
Companies recognize the need for professional sales management but
in the Government market, this talent is expensive and often out of
reach.
From time to
time virtually all enterprises need to examine their federal sales
and marketing focus. Generally, we live with the status quo until
we realize it is not gaining us additional market share. In fact,
our approach may be badly misaligned with new market realities.
This can be true in any of our markets. However, it is particularly
pronounced in the Federal marketplace as changing legislation,
budgets and Executive Orders may shift the emphasis in short order,
leaving us standing in place.
Seneca Creek’s
Federal sales consultants provide sales coaching services to
include:
·
Assessing the
overall direction and focus of the Federal sales team to ensure that
it is consistent with the company’s Business Plan and can meet top
line revenue goals.
· Reviewing
and recommending changes to existing compensation plans to achieve
revenue targets while maintaining the company’s profit objectives.
·
Working with
each Federal sales person to determine their individual strengths
and weaknesses and develop account strategies for key targeted
accounts.
·
Review quota
and compensation plans and recommend changes where appropriate.
·
Accompany the
salesperson(s) on sales calls.
·
Develop a
consistent federal sales qualification process and reporting
structure.
·
Conduct
pipeline reviews and opportunity “scrubbing.”
·
Establish and
manage a bid/no bid review process for major opportunities.
·
Consolidate
all Federal sales activity and sales forecasting for senior
management.
·
Participate in
company management meetings.
· Review
and reinforce sound techniques for selling to the government.
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