THE SITUATION
Growth of any organization starts with outstanding sales leadership and a steady sales pipeline. Creation of each of these traits is one of the most difficult accomplishments to master for the small to mid-sized business. The lifeline of most companies is dependent on the success of the sales leadership and the execution of the sales strategy. We have found that these 2 sales characteristics exist in about only 10% of the 200 companies we’ve assessed and evaluated. The 10% which have solid sales leadership and a consistent pipeline of business are those that have continued to thrive in the market and hit planned growth numbers year after year.

Sales excellence lacks in most companies because of the following reasons:

→ Executives are responsible for selling
→ Because they sell, there is little time to manage the business and execute the strategy
→ Sales processes, reporting and measuring does not exist
→ High turnover levels among sales personnel
→ Continuous customer/territory shifting
→ Missing identification/usage of sales force automation tools
→ Aligning the sales organization to the business strategy has not occurred
 
All of these issues result in stagnating revenues, disjointed internal teams, inefficient knowledge capture, frustrated sales reps and a lack of repeatable processes. 

THE SOLUTION
At e-four, we pride ourselves in understanding and knowing the criticality of the sales force function within the technology market. Our solutions are designed around expertise that has built successful sales models and processes over the past 15 years. Our sales leadership offerings give e-four customers the bandwidth and competence to drive sales strength.

The e-four sales leadership services encompass a process that creates a foundation for successful sales. Our service delivery involves:

→ Taking an active role in the company, usually as the VP of Sales
→ Take ownership of the sales engine
→ Incorporate models that can be repeatable and scaleable
→ Enable the sales team to work effectively within the target market
→ Recruit, hire and retain the best sales personnel in the industry

Additionally, we customize the model to fit our client’s need, ultimately optimizing the win ratios and qualification process. This integration of process and execution is repeatable and creates a level of efficiency that drives revenues and profits.