SOLUTIONS FOR LARGE ENTERPRISE

Congratulations, your company’s success is a statement about your determination, the needs for your products / services, how well you treat your customers, and the wisdom of your operational model, structure, and leadership. Getting to the top is hard work and staying there is often harder. Your current scale and growth plans present opportunities for constant change and interest to redefine yourself and regenerate.

Group 19 is poised and experienced in helping large enterprises consider and implement growth oriented changes, greater operational discipline, and improved sales execution. 

Internal and external forces can lead to voluntary or involuntary changes in focus.  Maturing products can mean a significant change is sales strategy.  Economic developments may mean dramatic swings in staffing needs.  All these things, plus many more, keep you on your toes and constantly looking for leverage and advantage.  The large enterprise needs solutions that can address these issues in a complex political environment.  Whether you are the Vice President of Sales, a Divisional Sales Director, Branch Manager, Sales Manager, or Sales rep, we can help you with the following.

Business Focus

• Managing your Stake Holders
• Managing and Leading your Business Unit
• Reinforce your Personal Value Propositions & Unique Business Offering
• Understanding Financial Analysis and evaluation
• Fact Based Decision Making in Setting Territories, Revenue Targets, Expense models, etc.
• Aligning Objectives and Measurements within organizational units
• Validating Value Propositions & Solution messaging—internally and externally
• Outsourcing your Sales Force
• Partial outsourced sales for a new product, market, or campaign
• “Rent a Sales Manager” to provide immediate experienced leadership

Sales Focus

• Improving your Sales Strategy execution
• Opportunity Management—making it work for you
• Targeting your Markets
• Lead Generation
• Qualification / Justification
• Solution Proof
• Pipeline management
• Closing techniques
• Managing objections
• Solicitations
• Etc.
• Sales Methodologies and Processes—make them work for you
• Disciplined Methodology
• Team Selling
• Forecasting
• Process management
• Sales Force Automation
• Install Base / Reference Accounts
• Customer Retention
• Channels / Partners / Resellers
• Sales Calls, Demonstrations, Presentations
• Pre Sales & Post Sales support
• RFPs, Proposals, and other communications
• Tools
• Sales Rep Coaching / Mentoring—Individually customized
• Management Coaching / Mentoring—Individually customized
• Partnering effectively (channels, partners, resellers)
• Recruiting appropriate partners
• Understanding the channel environment
• Avoiding channel conflicts

Personnel Focus

• Hiring & Retaining top talent
• Managing for Performance
• Addressing poor performance
• Skills Management
• Using Motivational Programs effectively
• Building the right Job / Position Descriptions
• Building and implementing effective Compensation Plans
• Management Coaching / Mentoring—Individually customized
• Etc.

Professional Focus

• Improving Communications
• Organizing and giving powerful presentations
• Personal Organization—priority management
• Personal Networking

Performance Focus

• Maximizing payout of your compensation plan
• Managing a “Performance Improvement Plan”
• How to “manage up” successfully
• Self promotion done legitimately

Other Offerings

• Sales 101 for the Non Sales person
• Selling and Influencing Internally—how to influence and promote your ideas internally
• Other Unique customized solutions based on your specific needs

Nearly all Sales people prefer an individualized personalized coaching / mentoring solution that offers the most flexibility and opportunity to focus on specific needs. Others have opted for focused skill building and specific opportunity/goal coaching.  Still others, especially with very large teams, are offering Group 19 mentoring to their top and bottom sales people.

After early discussions, a customized and personalized plan can be built.

Services are delivered using a combination of methods including telephone, email, academic settings, clinics, workshops, face to face coaching and personalized mentoring. Everyone is unique.  Group 19 solutions are tailored to fit your individual needs.
Contracts are available in various forms, including by retainer, project, hourly, and shared risk. 

Contact us at info@groupnineteen.com.