Sales Department Organization, Selling Skills and Process Improvements

Integrating the Fundamentals of an Effective Sales Department

• Spent time in the field with various salespeople to understand the selling environment, identify an appropriate sales call process, and gained an understanding of the customers’ value rivers
• Developed a step-by-step sales process that gained customer engagement, communicated Arborscapes’ unique selling proposition, and enabled sales consultants to uncover the main problems and associated opportunities
• Developed lead behaviors for sales consultants that represented the most important behaviors of sales consultants that lead to closed sales
• Developed metrics to evaluate the effectiveness of sales consultants’ performance and assisted in the creation of a sales scorecard
• Worked with the CEO to develop a sales commission program that was economically sound for the company and motivated the right sales behaviors
• Instituted a structured sales meeting routine that provided a good balance between sales consultant accountability, and increases in technical and selling skills knowledge