The most common questions we hear today from Sales Executives are:

• How can we increase our pipeline of sales opportunities from both new and existing customers?
• How can we win/convert a greater percentage of these sales opportunities?
• How can we improve the reliability and predictability of our revenue forecasts?
• How can we transition our sales organization from selling products to selling solutions?

We believe that to solve these issues requires a combination of developing the appropriate competencies/skills that have made others successful, implementing best-practice process(s) and methodology(s) consistently across the organization, and delivering the appropriate knowledge to people, as and when they need it. At Inertia Consulting Group we can design, develop, and deliver a Sales Curriculum for your organization, incorporating the right balance between these three components, and utilizing “out-of-the-box” and/or customized training solutions delivered in the class-room, over the Web, or via other delivery methods. Through our Change Management approach we will ensure that these solutions are successfully implemented, that they are supported and reinforced by Sales Management, and that the effectiveness of the training is measured.

SALES MANAGEMENT

The Sales Manager has one of the toughest jobs in Sales. Often promoted to the position because of a successful track record in sales, Sales Managers frequently find themselves in a people development role for which they have received very little training. Increasing spans of control and restricted travel budgets make the job of trying to coach remote salespeople even tougher.

Inertia Consulting Group provides Sales Managers with a range of tools and job aids to help them prioritize their time towards high-leverage, high-impact activities. Whether it is developing a Territory Plan or a Recruiting Plan, conducting Account/Opportunity Reviews, assessing performance, coaching, or pipeline management and forecasting, our solutions are designed to increase the effectiveness of today’s Sales Manager.

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