Awaken your sales force. Ignite their potential.
Why do some sales people seem to just have the “it” factor and others don’t? How do you recognize and maximize “it”? Which of these elements come naturally? Which are learned skills?
Hitting the mark is a delicate, but attainable, balance between the Art and Science of Sales. Xcelerate Performance educates and inspires your team to understand this balance and learn how to achieve it.
What we do
Xcelerate objectively assesses your team’s performance, and provides direct, hands-on feedback. With a fresh perspective, we evaluate your selling structure, process and employees. Most importantly we define your performance challenges and offer coaching to help you answer sales culture and productivity issues such as:
- How can you guide your leaders to achieve the Art and Science of Sales balance, and equip them to develop and motivate their ranks?
- How can you most effectively shorten ramp time and increase productivity with new hires?
- How can you bridge the gap between what your marketing department thinks you need and what reps are asking for?
How we work with you
We’re flexible. Every company has its own way of doing things, so we structure each relationship to fit the client’s needs.
A typical engagement takes us to your goal in 90 days. We start with an examination of your business realities and objectives, along with a baseline assessment of individual rep’s sales effectiveness and productivity.
We then identify strengths and weaknesses, as well as opportunities for short- and long-term gains. We provide you with a well-defined action-plan to motivate team members and leaders, focusing on immediate, incremental and repeatable results.
Assess. Diagnose. Prescribe.
Our proven Assess-Diagnose-Prescribe approach frames the activities and outcomes of our engagement.
Step 1: Assess. Using well-balanced criteria we evaluate both the art and science of your sales force.
Step 2: Diagnose. With the assessment in hand our clients receive an actionable scorecard that identifies quick fixes, as well as the opportunities and challenges of each individual.
Step 3: Prescribe. After a senior management debrief Xcelerate works with team members to share learnings. We help participants write their own development roadmap to maximize strengths and develop weaknesses. These include measurable action plans and performance milestones.
Let Xcelerate assess, diagnose and prescribe strategic and tactical actions that will inspire your team to own their development, be willing to work hard, and achieve the results your company expects.
The Art & Science of Sales
You can learn to train your natural instincts and apply best practices to balance your mindset and behavior for success in sales.
Art refers specifically to an individual’s attitude, resilience and accountability throughout the sales cycle. How well do you handle setbacks? Do you manage change, or does it manage you? Which signs of stress affect performance?
Science focuses on your sales process, tools, techniques, and professional discipline to execute. How are you engaging interested prospects? Are you using the right channels to move them through the sales process? What kind of conversations are you having with current clients?
Balancing the Art and Science of Sales brings consistent results and a high productivity team culture. The end result? Predictable behaviors and outcomes day after day, quarter after quarter.