For a mid-sized company (<$100 mil p.a. targeting VoIP & broadband technologies), under extremely tight time lines, OUTSource was tasked to identify and document a sales model which could be “cookie-cuttered” into new locations (as growth was planned via acquisition).  The deliverables included:

1. Profiling the optimal sales rep (as well as the Sales Managers);

2. Compensation structure design an effective for the entire sales organization (TBH Director of Sales, Sales Manager, SR’s, Inside Sales);

3. Organizational structure required detail (ratio of SR : SM, role of EA, reporting structure, input to territory layout, etc.);

4. Hiring/Screening (design offer package, key candidate criteria, etc.);

5. Training (design “New Hire Boot Camp”, review/advise on sales training content, etc.);

6. System Reporting (review/advise performance metrics);

Identify an effective sales model

Project List (examples)

Set-up Sales Operations in Eastern Time Zone (Distinct engagements with 4 separate companies)

For 4 separate high tech companies, OUTSource was tasked to act as VP of Sales, Eastern Region with the intention of initiating a presence in the Eastern Time Zone (for 3 companies in the Pacific Zone and 1 in the Toronto area).  In one instance, the offering was computer-vision based solutions targeting the global RR and steel industries.  Another was computer-vision based targeting the international bottling industry.  One was targeting lap-top theft with a software-based solution.  The final in this area offered training and consulting services relating to application development (as well as certain tools for this arena).  The deliverables included:

1. Working with engineering and development to assess the “market-ability” of the individual offerings;

2. Review the offerings with an eye to leveraging sales through expanded channels;

3. Get the selling effort off the ground with existing customer database;

4. Seek optimal candidates and hire as appropriate,

5. Administer the mandate which, given the entrepreneurial nature of this type of client, implied devising remote reporting systems (in one instance this included recommending Salesforce.com as the CRM tool);

Clean-up Channels of Distribution

For a large telco, OUTSource was tasked to review existing channel dynamics for the paging group and advise on possible future directions. The deliverables included:

1. Working with in-house counsel, revise the existing agreement structure which included 4 distinct agent agreements (one of which was non-cancellable) and bring order to the agent commissioning process;

2. Review the channel partner’s value proposition and advise on future directions;

3. Assess agent productivity on a location-by-location basis and propose methodology for ongoing tracking of this critical information;

4. Having assessed agent productivity, advise on improving the ROI for all parties involved (this turned into a massive culling initiative taking the base of agents from 408 to 275);

5. During final phases of this massive initiative, OUTSource was tasked to hire and bring up-to-speed, a single individual to manage the ongoing national reporting;

OUTSource Sales Consulting

Realizing the full potential of your entire sales force by Linking Goals to Forecasts to Motivation

For more information on these services, please email:  PatM@outsource-sales.net