Services

Strategic Consulting

Summit understands that your company is unique, from the people you employ, to the business challenges you face, to the sales goals you’ve set. So, Summit begins its consulting process with a thorough diagnosis or an assessment of:

• what’s worked
• what hasn’t worked
• what you have in terms of human capital
• your pricing strategy
• your prospect mix (e.g. mix of large, medium, small prospects)
• how you define your sales target audience
• your approach to sales management
• your sales compensation plan
• how senior management supports the sales processes

Once Summit has a 360-degree view, i.e., a comprehensive understanding of your company, we can affect a strategy together to overcome your business challenges and propel you towards greater profitability. Of course, if you have a handle on this, we can start with one of our other services.

Depending on your challenges and consulting needs, Summit will apply elements of its sales model to remedy your sales performance headaches and further generate a sales “blueprint” that best suits your company’s needs. Summit can implement its sales solution to address various aspects of your sales program, such as:

• the structure of your sales department
• your approach to sales management
• strategic prospect targeting

Sales Department Structure

Summit will assess and recommend organizational structure changes where necessary based on aligning the structure with your sales goals. The ideal structure will balance what you’ve got now with what you need to build your future.

Sales Management

Summit will provide counsel regarding sales management approaches that will support, track, and react effectively to individual salespeople’s ongoing performance. Our approach to sales management is extremely analytical, based on both quantitative and psychological analysis. Don’t be intimidated by the sound of this, we do the heavy lifting, you reap the rewards.

For instance, in just one of our many effective Recruiting practices, we conduct pre-hire screenings of all sales and sales management candidates. This enables you to determine, in advance, if people will be profitable for you. To view a sample pre-hire screening report, click here: Sample Sales Candidate Screening.

Strategic Prospect Targeting

Summit will advise on how to “funnel” potential prospects to identify your greatest opportunities. The funnel process begins with applying your company’s criteria to a set of prospective clients (e.g., those in a certain business category, of a certain size, in certain geographies, etc.), then continues with identifying specific companies with the greatest potential, prioritizing those companies, and finally setting specific goals for each salesperson.

Training

We have all heard that it’s crucial not just to treat a symptom, but to treat the greater ill. That’s why Summit’s training services take a holistic approach to sharpening sales performance, i.e., focusing on all the components of a successful salesperson, thereby ensuring that we address the bigger picture. Beyond addressing your salespeople’s individual strengths and weaknesses, Summit concentrates on their attitudes and beliefs, as well as their sales skills and behaviors, i.e. training from the inside out. Furthermore, Summit’s training focuses on the performances of both salesperson and sales manager:

Salespeople

Summit will focus on every step of the selling process in training your salespeople, from prospecting to on-going contacts to making the sale. Some of the areas we cover in our sales training include:

Sales Managers

Summit will train your sales managers to better analyze and diagnose sales roadblocks, how to overcome those roadblocks, and develop them to be highly effective coaches and strategists. Some of the areas we cover in our sales training include:

Summit employs an interactive training, as those who are actively engaged much more than those who are passively listening. Our interactive training includes role playing, live calls, and scenario-based discussions. These methodologies have been proven effective and have made thousands of businesses more profitable.

Recruiting

We at Summit would like you to ask yourself: In the past five years, how many new hire salespeople have you retained? How many have generated a profit? How many have generated the results you had expected? As you may have encountered, an unsuccessful salesperson can be more detrimental to your organization than just their cost of employment. What about missed sales opportunities? Or worse, consider whether this salesperson is damaging potential relationships with prospective clients.

Most salespeople have one, or more, hidden weaknesses that will never reveal themselves in traditional job interviews, but will always get in the way of success. How are you determining how your sales candidates feel about talking about money, handling “gatekeepers,” or dealing with rejection before you hire them?

Through our rigorous “disqualification” process, which includes scenario-based testing, multiple interviews and lives sales calls, Summit determines who the best candidates are and ultimately, who the best salespeople and sales managers are for your company. One of Summit’s proactive pre-qualification methods is our pre-hire screening tool, whereby candidates are assessed as to their sales tactics and preferences. This tool, combined with our other screening practices, will enable you to determine if someone will be profitable for you BEFORE you hire them. To view a sample screening report, click here: Sample Sales Candidate Screening.

Like our other sales services, Summit tailors its screening process to find employees who fit your needs, your corporate culture, and your expectations. So our goal is a simple one: we will find you the best salespeople who meet your company’s specific criteria.