Sales Strategy

Globalization and intense competition have made the goal of sustained revenue and profitability growth more difficult than ever before. Clients are more demanding in what they expect from your sales force.

To be successful your sales force needs to fully understand your client’s critical business issues and how your product or service will positively impact those issues.

It does not matter if you have a desk-based telephone selling sales force or a more traditional face-to-face sales force; or you have a $100 average order or a $100,000 average order; the challenges are the same.

Click on the image above to view a video presentation by Brian Oswald, CHR's Executive VP of Sales & Marketing, about what you can do to grow revenue.

The services that CHR can deliver are tailored to each client and may include:

	Building a model of your client’s typical buying process
	Building a model of your selling process to match your client’s buying process. The model identifies the responsibilities and accountabilities of every person/role in your company.
	Building sales tools including sales scripts, brochures, letters of understanding, account and opportunity plans
	Delivery of solution selling training using your real life client’s scenarios and tailored sales tools
	Delivery of continuous coaching and change management services to ensure the training “sticks”
	Development of first-line sales managers to become better coaches for your sales force

The benefits that our clients receive are:

	Fewer lost sales because the sales force qualify-out quicker
	Shorter sales cycles
	Increased average order size through up-selling and cross-selling
	Optimized utilization of precious pre-sales technical assets
	More customer references/testimonials
	Reduced unplanned attrition in the sales force
	Shortened ramp up time for new hires
	Better internal communications because everyone shares a common sales vocabulary

CHR has recent and relevant experience across several industries including

Software and services solution providers in the following industry sectors

• Energy
• Heavy construction
• Computer technology
• Financial services
• Manufacturing and distribution
• Computer technology
• Industrial supplies
• Non-profits