Sales Productivity

Can you pinpoint the best use of your employee coaching dollars?

Accelerating your sales growth is essential to your organization’s bottom line. BottomLine Group works with clients to guide and coach the sales and client management organizations so that they can close more business more quickly and retain and grow existing business more effectively. Specific areas of expertise include:

Pitch Consulting - Assisting clients win business in high stakes competitive situations. This is done by consulting on a “win strategy”, communication of strategic messages, and choreographing and rehearsing the face-to-face presentation for a winning experience. Specific situations where pitch consulting is applied include:

• Response to Request for Proposal (RFP) – When answering a RFP, BottomLine Group can guide your business development team in applying a disciplined thought process to best deal with the complex “procurement” requirements and will help to determine what it will take to be successful in persuading the decision makers.

• Proactive Pitches – By advising sales teams on how to pitch to clients and avoid a Request for Proposal or formal bid situation, we can help clients retain more business and avoid the expense of the RFP process.

• Ongoing Account Reviews – Consulting with Account Management teams on how to pitch to clients on why they deserve to retain, sustain and grow existing business.

Case Study 1: “Sales Productivity – Pitch Consulting, Global Commercial Real Estate Firm”

Coaching and Persuasive Communication Skills – For formal presentations, face-to-face selling, and/or negotiations, BottomLine Group applies realistic and time saving “how to” coaching for individuals or small groups instead of “off the shelf” traditional training approaches.

Workgroup Facilitation – With multiple stakeholders involved, Business Development efforts can be a huge challenge. BottomLine Group facilitates a clear roadmap to achieve team consensus for required outcomes focusing on the key issues (not “political agendas”).

Field Effectiveness Reviews – Through a careful diagnosis of your current business development efforts and skills, BottomLine Group issues a report raising awareness of the effectiveness of your team and outlines a targeted, highly effective plan for improving performance. This includes simple quick hit ideas so that you experience the 20% potential change for 80% impact to avoid investing in expensive all encompassing training programs.

Case Study 2: “Sales Productivity – Field Effectiveness Review, Leading Canadian Asset Manager”

Sales Tool Development – Provides Business Development teams with formalized and consistent approaches to their selling efforts. BottomLine Group provides tools that are customized to the needs of your Business Development teams to help them perform in their specific sales environment more effectively.