The first step is an initial consultation, where our goal is to make sure that we understand your situation and objectives in order to identify if we can add value to your business. Once we have both agreed that GLS can add value to your sales strategy and efforts, our three step process is as follows:
1) We spend time to understand and identify all of your strategic opportunities
2) We collaborate with you to create a strategy that will realize your opportunities
3) We Sell. Our collaboration continues as we implement your strategy
At GLS, our business is people. Our success is determined by our ability to understand your goals and vision, and then collaborate to help you achieve them. This can be a tall challenge, and is based on effective communication. Fortunately, we have methodology that helps us through this process. However, it is our ability to both listen and speak candidly that allows our collaboration to succeed. These two qualities, listening and speaking candidly, are services that we will always provide you. V = Vision · Vision provided from leadership I = Identify · Identify your ideal customers C = Channels · Examine current and potential revenue channels T = Tackle · Tackle key issues and obstacles within each channel O = Organized brainstorm · Team members brainstorm ideas and improvements within each channel R = Rank · Rank and prioritize the top brainstormed ideas Y = "Yes" · End with a ‘yes’. Establish go forward tactics and takeaways within agreed upon channels Key Strategic Questions
In order to give you a more tangible feel for how GLS works, we would like to share with you a sample of our methodology. Below you will find an overview of our strategic facilitation process as well as a portion of our key strategic questions geared towards your sales and marketing program.
The VICTORY Session:
Our experience has shown that using the correct format and structure is incredibly important when conducting a strategic facilitation session with your team. We have used the following seven step structure with phenomenal results. In order to reap the most benefit from a session, you must follow all seven steps in order. We have coined our process, The VICTORY Session.
o Goals and gap analysis
o Key values and differentiating factors
At GLS, we have found that the key to a successful sales and distribution strategy starts with asking the right questions. Below you will find a sampling of incredibly important questions to ask about your sales and marketing strategy and department.
Distribution Channels:
How did you choose in which channels to distribute your product?
What is your distribution channel strategy?
Are you sure that your product is being sold in all of the possible channels?
How do you deal with channel conflict?
Sales System:
What are you measuring in your sales process?
Are your outside sales people in front of qualified prospects as much as possible?
If the above answer is no, what can you do to maximize their time face to face with prospects?
Are your sales people compensated in alignment with what you expect them to do?
Are you turning every possible sales lead into dollars?
Are you tracking, measuring, and following up on each lead as it moves through the cycle?
Are you getting the most out of your inside sales people?
Are your inside sales people incented to work with your outside sales people?
Client and Product:
Who is your ideal client?
What data are you measuring and tracking about your clients?
What is your product's value proposition?
How are you making your product's value proposition available to your ideal client?