Stevens Consulting Group

Consulting

The Lures of Distraction. The increased competition and lack of time has produced a ton of stress from the board of directors and shareholders. You are constantly receiving calls questioning your skills and abilities because your sales teams are not meeting their targets and spend too much time in the office and not enough time creating customer centric relationships. In fact, much of your sales team is on “double secret probation” because they complain too much, do not make enough appointments and do not close business. Not only is there stress from lack of production but also you are also suspicious if your firm has hired the right people.

If there were a better way? If there were a way to end this stress and aggravation, the best scenario allows you more freedom to focus on more strategic issues. The board of directors and your superiors call you less and most importantly you spend less time dealing with adult day care issues.

Damned the Torpedoes. You have worked too hard and too long to become sales director. The aspirations to lead the sales team are too high to have to deal with the lack of accountability and productivity.   Most importantly your role as sales leader is too important to be immersed in the tactical human resource issues that take away your time, your focus and your energy!

What now? Recent research shows that many sales professionals lack proper sales methods and key performance metrics that create success. You need to develop, implement and facilitate a process that organizes selling professionals to maintain customer centric relationships that close sales.

How to Harness Power. The best way to implement change is implementing our 8 step sales process. In addition, after developing a process we work collaboratively with you to implement a 12-step template for key performance metrics. Implementing key performance metrics aligns organizational strategies and goals to the sales plan and hold sales professionals accountable to meet them. Accountability provides immediate measurements that improve your firms’ condition.

Others Have Found It. Dave a sales manager of a 300 million dollar commercial mortgage company … had 23 selling representatives that spent enormous amounts of time in the office and little face time with clients. Dave was missing his sales targets and his board of directors was breathing down his next. Moreover, his sales representatives were spending too much time in the office listening to his sales representatives complain. Working closely with him over a three-month period we reviewed the organization’s a) talent pool b) client knowledge and c) sales knowledge. Collaboratively we established key performance metrics, along with coaching and skills intensive. At the conclusion of our work the firm returned a 33% increase in new business revenue.

As a result Dave had more freedom to spend on strategic issues, and less time listening to the complaining and bantering of his sales team.

Read Enough? Ready for Results? Then click here to get started!

Who we are. Stevens Consulting Group teaches sales managers and their direct reports to create more customer centric relationships that dramatically drive new revenues and new clients, which this means to you is less focus on sales problems and more freedom for you.

Stevens Consulting Group a Marketing and Business Development specialty firm provides a range of consulting services that are designed to help Executives and Sales Directors dramatically accelerate revenues and outstrip the competition.

Objectives

  • Align the organizations mission, vision and values with customer demographics and needs.
  • Create a customer service culture that helps retain clients longer producing less labor and more revenue.
  • Create marketing avatars that help build brand recognition.
  • Reduce the labor involved in acquiring new clients.
  • Increase the productivity of the sales force.
  • Instill a collaborative and communicative culture amongst leadership.
  • Develop a consistent business methodology that increases customer acquisition.
  • Create selling standards to reduce labor intensity.
  • Provide sales help and marketing solutions that develop new business in less time.
  • Align individuals and resources to encourage less labor and higher productivity.

Benefits

  • Increased revenue as a result of a more effective selling team.
  • “Competitor-Proof” your clients and build a lower cost of acquisition.
  • Decrease labor intensity to improve conversion ratios.
  • Decrease drastic gaps between best and average representatives.
  • Selling professionals are spending over 90% of their daily time with direct buyers.
  • Increased confidence providing sales closure efficiency.
  • Gross revenues increase by an additional 20% above predicted forecast.
  • With better performance the organization becomes a talent magnet for superlative sales people thereby increasing staff retention.
  • Boost profitability by aligning strategies people, processes and systems.
  • Build brand recognition that creates internal and external marketing avatars.

Read Enough? Ready for Results? Then click here to get started!

Our simple desire is to quickly improve your condition. We establish objectives, and metrics with distinct timetables and goals to gain the outcomes you desire. Coincidentally, all of our methodology is simply a redeployment of talent and resources so that little capital investment is required. More importantly, everything we do is personalized. Nothing is standard and our work is retainer based to minimize your investment and maximize your return!

Examples of our work includes:

Staff Development

For Sybron Chemicals we designed educational programs in topics ranging from Communication skills to Supervision, to Performance and Evaluation to Presentation skills, utilizing cognitive and behavioral assessments, self-paced learning materials, and facilitator-led sessions. These programs have decreased union and non-union human resources issues and have led to a 30% decrease in firm wide workman’s compensation claims.

Strategic Design and Organizational Foundation

For eMEd International we helped to design a new organizational structure, governance, to maximize services to members. This involved creating new areas of reporting and new lines of accountability to ensure immediate communication to the firm’s most important asset- the member.

Strategic Implementation

For Compliance Services International we provided a new corporate strategy that redeployed resources for greater efficiencies. One of the results has been to allow the organization to maintain its entrepreneurial nature while implementing basic systems necessary to maintain quality during dramatic growth.

Customer Service

For Reliv International we designed a program that helped to develop greater emphasis on customer loyalty. The program is used at the firm’s corporate headquarters and has vastly decreased client attrition.

Organizational Development

For Sybron Chemical a division of Bayer we designed and implemented programs for its Professional and Leadership Development Program in the areas of Behavior and Professional Conduct. These programs have laid the foundation for managerial compliance and excellence.

Read Enough? Ready for Results? Then click here to get started!

Sales Optimization

At Quest Diagnostics we worked with management to develop a series of personal productivity courses. These regularly held workshops and focus groups assists to increase selling revenue and exceed monthly and annual sales quota. We also worked with the Marketing Department to assist in creating optimization in selling efficiencies.

Skill Based Workshops

For LMS Logistics we developed a personal sales training course for their newly hired sales staff. Results within the first year exceeded 300% of quota.

Accountability

For State Street Bank we redeveloped goals and accountability procedures to help in created new Human Resource policies, procedures and talent performance goals.

Customer Retention

For Turfline International we assisted in the communications and counseling programs required to ensure the successful integration of relationship and customer service. As a result of our recommendations and counseling the firm has seen record year-to-year growth of 30 percent!

Call Center Strategy

For Top Ten Hawaii we worked with the CEO and top management to assess and establish the appropriate management structure and staffing to meet projected customer needs. We implemented appropriate metrics to establish call times for sales performance. Once identified, we introduced team-building, individual skills-building and customer assessment devices to implement the design. We also assisted in the retention of talent and new employee acquisition.

Non-Profit Guidance

For American Red Cross we also developed methods to alleviate long hold times and protect client acquisition. We introduced a new process to achieve higher grants and sponsorships for this international non-profit.

Marketing Assistance

For Miami Lighthouse we assisted in created a unified marketing message to be communicated by management, staff and the board of directors. Working in a team environment we helped to update brand image and value proposition.

How can I help you? If your team is not meeting its sales goals or you need more structure and strategy then Contact Me Now!

If business consulting does not meet your immediate needs then click on one of these individual services to better assist you.





Stevens Consulting Group