Assessment and Audit: Understanding where you are today against a set of sales best practices is one of our key strengths. We conduct high-insight organizational assessments that help senior leadership understand their strengths today, and where to apply effort.

Sales & Marketing Alignment:  a review of the demand creation effectiveness and marketing-generated content used by sales so they can create, advance, and win new opportunities

Sales Process Maturity:  review buying process alignment, stage exit criteria, consistency in determining close date, sales stage, and projected revenue value.

Sales Enablement Tools:  an assessment of the integration and adoption of CRM and other sales enablement technologies

Quality of Sales Execution:  an assessment of the sales organization's involvement and influence over the customer's buying process, communication resonance and ability to penetrate key accounts, create organic growth opportunities, improve win-rates, and ensure quota attainment.

Sales Management Impact:  an analysis of the consistency, frequency, and rigor applied to reviewing & coaching sales professionals on account reviews, opportunity management, and pipeline performance.

Sales Growth Forecasting & Planning:  assess the level of confidence in the accuracy of the existing forecast and the probability of attaining growth projections as evidenced by key account health, customer retention/renewal, and organic growth opportunities.

Plan: Build a Sales Effectiveness Plan and roadmap for building High-Performance Sales Culture with your sales teams:

A strong sales culture unites

Sales Culture sets expectations

Culture enables commitment, empathy and customer loyalty

A High-Performance Sales Culture differentiates – it is the ULTIMATE COMPETITIVE ADVANTAGE.

Vision/Setting the Stage: A meeting with key stakeholders to review the project and confirm desired outcomes and success measures.

• Review process and timelines

• Schedule discovery activities with key people

• Confirm communication strategy to keep the project team appropriately updated

Development/Build the Plan: Certeza will develop customized a sales effectiveness plan for implementation along with recommended job aids and coaching tools. The materials developed will include:

• Process flows, job aids & templates

• Example case-studies & real-life scenarios

• Support and selling techniques

Align/Focused Collaborative Resources: Certeza will interview key stakeholders to gather examples and current reality that will serve as the building blocks for the process and training content.

• Determine and gather transferable best practices

• Identify skill gaps to be addressed in training and coaching

• Identify key interactions that need to be focused on

Socialize: Sustainability and accountability.

Achieve: Execute the plan.

Deliver: Leverage best practices with expertise and tools to build sales skills, knowledge and confidence resulting in sustainable behavior

Align sales and marketing: with a process that enables marketers to accurately identify key buyer personas, prioritize issues addressed by solution and develop a strategic market messaging for positioning the value of a solution to prospective buyers. Create a tailored approach and tools to create content that aligns marketing and sales around the value of specific solutions

Sales process design at all stages: resulting in a sales process map with key steps aligned to buyer's preferred purchase behaviors. Includes definition of recommended sales activities, verifiable outcomes, relevant sales tools and resources engaged in each step

Sales skills learning & development In virtual and non-Virtual Settings: customized to assessed skill level of team and their current performance level in key selling skills

Leadership skills in management and coaching: enabling managers to forecast future sales accurately, manage sales team pipelines, review opportunities, develop individual sales professionals’ skills, and provide insightful opportunity coaching to win more business.

Opportunity coaching on strategic opportunities: modeling coaching methods and behavior to improve probability of rapid adoption and reinforcement of skill level of sales team.

CRM alignment and effectiveness: ―Reinforce core competency selling skills ―Align sales process within CRM applications ―Set forecasting standards  ―Build algorithms to ensure sellers and managers meet revenue goals ―Conduct deal reviews on opportunities to identify and remedy gap Create verifiable outcomes and benchmarks to ensure success

Fractional Support Placement