Sales Optimization (Recon™)

Where would you begin to optimize your sales and marketing organization? Do you know what you do best? Identifying your best practices, your current challenges and your existing sales process across your entire organization gives you a road map to the future.

Before designing your sales development initiative, a careful analysis of your current process is an important first step. RECON™ helps gain a clear view of what "Optimized" looks like.

RECON™

• Identifies self imposed barriers, built over time, that prevent innovative and strategic selling practices
• Examines existing selling channels and relationships that may be optimized for continued growth
• Provides the executive team with a clear picture of strengths and weaknesses within the sales organization
• Gives sales organizations a defined road map for making immediate improvements
• Helps sales organizations identify and eliminate interdepartmental impediments to change and growth

DOES MY ORGANIZATION NEED RECON™?

• Is your sales force finding and maximizing new business at a rate that fuels your growth objectives?
• Is your company a victim of economic downturns in your principal industry?
• Are your products and services diversified enough to overcome cyclical fluctuations?
• Do you need to develop consistent and continuous growth?

HOW DOES RECON™ WORK?

• RECON™ is designed for speed. Before we can make Inroads, we need the "G2" to craft a viable attack plan. The process involves five major steps.
• Key Staff Interviews - working with management, we will identify key staff in various departments. Proprietary questionnaires have been developed by Inroads to facilitate efficient interviews lasting about one hour each. These interviews will help to identify best practices as well as growth impediments.
• Sales Management Interviews - Inroads will focus on identifying perceived strengths and weaknesses, cultural impediments and entrenched practices. Key industry relationships and an analysis of the depth of penetration of key accounts will be reviewed.
• Selling Channel Review - Whether you use a direct sales force, or independent commissioned reps, RECON™ from the front lines is invaluable. We have developed standardized forms for collecting critical information with the least amount of disruption to the valuable time of these busy people.
• Customer Perceptions - Perhaps the most critical element of selling is understanding customer wants and needs. A needs analysis will determine the key factors that help to retain existing customers and reel-in new ones.
• Presentation to Management - The collected data will be prepared and presented to management. Inroads will conduct a strategy session to plot the fastest course to increased sales productivity and higher returns for your company.