Are you ready to build a
HIGH PERFORMING SALES TEAM and a SALES-FOCUSED organization?
Business leaders and owners often understand that more focus is needed on sales efforts in their organization but are not sure exactly how to get started, or how to drive positive change when it comes to their sales efforts. We provide sales leaders who will assess and evaluate your entire sales organization. Our approach includes evaluation of your people, processes, messaging, systems, and strategies. From there, we walk alongside you and your team providing training, coaching, management, and leadership to raise up all areas of your sales function and drive better results.
Clients turn to Open Book Selling for a number of reasons, most often when one or more of these are occurring: COMPANY LEADERSHIP:
SALES MANAGERS:
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Not getting the sales results they need and know something needs to change
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Find it difficult to hold salespeople accountable and to change old behaviors
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Leadership is struggling with both managing the sales team and running the business
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Under pressure to grow revenues and the existing sales team
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Conflicted with having to grow and lead the sales team while also having to achieve sales targets
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Seeking help with managing the sales team
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Need to refresh the sales message and process to reenergize the sales team
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Stressed and anxious about trying to find salespeople that will be successful…hiring in general
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Challenged to keep salespeople and to get “sales efforts” off the ground
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Unable to get salespeople to prospect and land new accounts or business on a regular basis
Are you ready to begin your journey with
OPEN BOOK SELLING?
Sales Management:
As you think about scheduling a call with us, take a few minutes to review the stats we’ve shared below. Reflecting on your own sales efforts, which ones are true? Which ones are not true in your case? Are there other things with your sales efforts with which you are less than satisfied? Of course, we’d love to learn about what IS working with your sales efforts. Whether there is a next step that begins a course of change for your sales efforts and results will ultimately be up to you and what makes best sense. If you’re comfortable picking up the phone, call us at 248-468-7400. If not, learn more about Open Book Selling at our website, www.openbookselling.com, and use the contact us form to reach us and we’ll call you.
+ Strategy + Plan + Communication + Process + Execution + Leadership = RESULTS
Purchase Decisions
Only 29% of BUYERS want to learn more about products by TALKING TO SALESPEOPLE
59% of BUYERS prefer to do THEIR OWN RESEARCH rather than interacting with sales reps pushing their “sales agenda”
57% of clients’ PURCHASE DECISIONS are made before they speak to salespeople
34% of salespeople think
that it is getting harder to CLOSE DEALS because of the changing SALES PROCESS
Long Sales Cycle One of the major challenges hindering the growth of B2B businesses is a longer than expected sales cycle, coupled with an inability to stand out against competitors.
4
7
Almost 75% of sales for NEW B2B take up to FOUR MONTHS to complete
Nearly 50% of sales for NEW B2B take up to SEVEN MONTHS or more
Studies have shown that the AVERAGE B2B SALES CYCLE length has INCREASED by 22% in the past five-year period
Failure to Meet Sales Quota
The B2B SALES CYCLE has become so complex that 57% of sales representatives expect to MISS THEIR SALES QUOTA
69% of the B2B salespeople say they won’t reach their quota due to LACK OF ENOUGH LEADS in their pipeline
Sales representatives’ time is spent 12% scheduling client calls; 17% updating data; 21% writing emails; 12% attending meetings; and 17% conducting research; leaving only 34% of the time for ACTUAL SELLING
www.openbookselling.com | Thamp@bceteam.com | 248.468.7402 | i Open Book Selling
Sales Team Evaluations & Sales Hiring Assessments
Fractional Sales Management
Sales Management Coaching
Sales Fundamentals
Open Book Selling provides sales management and leadership for mid-sized organizations. We work with business owners, leaders, and sales managers to help them with their sales management challenges, while helping them to build a healthy and successful, sales focused organization. Sales Fundamentals
Effective Sales Management
High Performance Sales Team
Sales Focused Organization
Specific Focus Area Related to Sales
Focus: Sales process and messaging
Focus: Sales Management process and coaching
Focus: Sales Management effectiveness, sales process and messaging and team dynamics
Focus: All things related to sales efforts directed towards building a sales focused organization
Process
Messaging
CRM Alignment
Tools and Systems
Coaching
Motivating
Meeting Rhythms
Accountability
Roles & Responsibilities
Leadership
Lead / Manage
Coach
Metrics / KPI’s
Territory Development
Sales Strategy
Training
Sales Team & Individual Evaluations
Systems, Tools and Leadership Alignment
Hiring Assessment for New Candidates
Note: While we do not require long-term contracts or agreements, engaging in a relationship with Open Book Selling which results in the desired change(s) and results, requires a commitment and expectation of working together for a minimum of 3 months to more than 12-18 months.
www.openbookselling.com | Thamp@bceteam.com | 248.468.7402 | i Open Book Selling
INCREASE the EFFECTIVENESS of your SALES TEAM! Let’s
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IN
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As a coach, we focus on the development of your salespeople with the goal of long-term success and retention. Results, action, good habits, a positive attitude, and relationship building are the key areas of focus.
CO
ACHING
Want to get the best out of your sales team? Ask us about our Hiring Assessments and the Sales Evaluation Tool Set Open Book Selling is a certified partner with Objective Management Group. This partnership gives us access to industry leading sales hiring assessments and sales team evaluations. Both of these tools are often used in our engagements so we can add quantitative data and analysis to support the consulting and coaching that we provide.
www.openbookselling.com | Thamp@bceteam.com | 248.468.7402 | i Open Book Selling