Helping You Understand Your Investment

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Cost of an Initiative


If you’re looking to hire some outside help to improve your sales numbers, there are a lot of consultants, companies and methodologies out there to help. So many in fact, it can be a little overwhelming to determine the right solution for your business, your type of sales process, your buyers and your sales teams. You may be asking yourself questions like:

  • What are the ways I can differentiate the multitude of solutions in the marketplace?
  • When is the right time for me to take on a transformation initiative as opposed to simple skills training?
  • How do I know if I need $200K to solve the problem or just $50K?
  • What are the keys things I can do as a leader to set myself up for success?

It’s tough to say exactly how much a sales initiative costs because there are several factors that contribute to increasing the investment and several that will lower the cost. It’s all in what you need as an organization. Even if it’s the top-dollar investment, if it’s not what your organization needs, it’s going to be money-wasted.

3 Things to Determine Before Assessing an Outside Partner


1. Analyze Your Current State

What are you currently experiencing that is causing the need for additional resources to improve your sales team? Here are a few that typically create the need for an outside partner.

  • Need to hire more people quickly
  • Sales reps not getting high enough in customer conversations
  • Loss of too many deals late in the sales cycle
  • Resorting to selling on price rather than value
  • Can’t accurately predict revenue
  • Aggressive growth goals

When you identify the problems you’re trying to fix, it will become much easier for you to nail down your solution. Whether you hire an outside consultant or determine to undergo the initiative internally, it will be much easier to lead the initiative if you have a clear understanding of what problems you are trying to solve.

2. Determine the Desired Outcomes

Launching a sales initiative also requires a keen focus on what you want to achieve. Do you need a X% in first calls? Do you need time-to- productivity cut in half? Do you need to reduce churn by 10%?

Make a bulleted list of your desired outcomes and the metrics you are going to use to measure success. Defining these in advance will help you determine the solution that’s right for you.

3. Assess the Internal Alignment Needed for Success

At times, it’s relatively easy to say we need our reps getting higher in prospect organizations, but it’s a bit more difficult to assess the reason why they may not be having those conversations. Are your marketing messages speaking to the C-suite? Are your salespeople bringing in product engineers too early in the conversation?

Organizations that succeed with sales transformation are able to align a company, cross-functionally, with executing the business strategy at the point of sale. A quick way to determine the alignment of your company is to ask key leaders these four essential questions:

  • What problems do you solve?
  • How specifically do you solve those problem?
  • How do you do it differently or better than the competition?
  • What’s your proof?

If you get consistent responses, you likely have the alignment necessary to truly enable your reps. If the answers are diverse, you likely need a solution that’s going to first align your company with the what, and then take on providing your reps with the how.

How Much is it Going to Cost?


Once you determine your key inputs, then you’re likely ready to determine a budget. A sales consulting initiative can be wide ranging. Yes, we know that sounds like a canned answer, but really. It can range from 50K all the way up to 1M+. It’s all about the size of your company, your sales team and how big the problem you’re trying to solve is. The cost question is a bit difficult to answer without knowing your specific inputs to the engagement. However, we came up with an input table to help you determine the critical levers that can influence the cost up or down.

The Inputs

How Many?

  • Sales Reps
  • Types of Sales Reps (Enterprise, Inside, ADR, etc…)
  • Managers
  • Buyer-types
  • Geographies for Roll-out (EMEA, APAC, etc..)

The Outcomes

Do You Need?

  • A quick sales fundamentals training or training customized to your company
  • Complete overhaul of sales organization or a “draft-in” initiative to current goal
  • A one-time event or an engagement that plans for adoption and reinforcement for both the short and long-term?

The Metrics

What are the three most critical measurements you are trying to improve in your organization?

  • Average Deal Size
  • Annual Contract Value
  • MRR/ARR
  • Customer Retention
  • Seller Ramp-Up Time
  • Increase in Pipeline
  • Margin
  • Average sales cycle
  • Win rates
  • Pipeline health
  • Revenue forecasting accuracy
  • Time to productivity
  • Revenue per sales rep
  • Cost of sales
  • Quota attainment

Use these inputs as a way to define the scope for your transformative initiative. Click here to schedule a quick 30-minute call with one of our team members to walk through best ways to execute a more defined scope and engagement plan.

What Do I Look for in a Partner?


A true sales transformation partner will help you build on your best practices, determine opportunities that will create the greatest impact and help you drive adoption and alignment throughout your organization. When you consider working with an outside company, remember that you’re looking for true business partner. You don’t want a partner who comes in to “rip and replace.” You know your company best. Keep what’s working, change what isn’t.

Here are some questions to help you assess the partner that’s right for you:

  • How will this partner ensure continued success of its methodology?
  • How does this partner differentiate themselves from its competitors?
  • What is the value this partner provides over other potential partners?
  • Does this partner’s past work demonstrate future success?
  • What tangible evidence can this partner provide of its success?

Click here to learn how Force Management can help transform your business.

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