Sales and Business Development Services
Everyone in any company works in sales. Period. We have
all heard this before but how does that really work?
The basics are very similar in most organizations.
However, the strategy and the detailed tactics are
unique for each company depending on the target customer,
the market, the competition, the product/solution
and the team with which to build and execute a sales
plan. What seemed to work in the 90's has become pure
drudgery for many sales professionals in the last
few challenging years. Even high performance teams
can benefit from a "check-up" from an independent
expert. At Domaine Group LLC, we focus on the following
key areas of your organization:
1. Key Account Selling - Who is your customer? What problems are you encountering? How can you beat the competition? How do you build a level of trust with your customer? What is your customer expecting that you can afford to deliver? How do you make money on small accounts while also chasing the large accounts? What should your sales team stop doing? These are some of the questions that will be used in an interactive account-planning tool you are using (and even if you are not using anything at all), a complete review of commitments made to your board you will achieve will be examined. This is one of the more frequent needs companies encounter and is an excellent way to build and effective initial relationship with your assigned Domaine sales coach.
2. Sales Force Assessment - Many companies, from start-up to public, frankly are too busy working on short-term goals to make a periodic assessment of objectives, the matching of talent and skills in the organization to meet those goals as well as making adjustments along the way. Unfortunately, this lack of analysis and two way communications with the generators of your top line and bottom line results can lead to disaster in the mid and long term. This consulting program provides you with a review of your organization, a base lining of objectives, formats for providing mid-year and end-of-year performance reviews. In addition, it will allow you to ascertain how your sales team vs. individual stars are performing and detect gaps or issues at an earlier stage. If introduced to the sales team properly and visibly supported by top management, this Domaine program becomes a welcome change from the uncertainty for all but the weakest links.
3. Licensing/Partnerships - As an organization grows and matures, it naturally looks towards partnerships and possibly licensing for additional assistance, leverage and revenues. It is imperative, however, that the Company has a clear partnership strategy vs. simply signing up "name plates". Establishing benchmark metrics in advance will assist in determining how each of the partnerships is contributing to the company goals. On the licensing front, this choice can have major implications on the business model. Careful planning and consideration need to go into a decision to license technology in multiple markets. Key to a successful project in this area for your Company and Domaine is active participation by CFO and CEO/COO as well as buy-in from the Company's board of directors.
4. VAR/Reseller Programs - Distinct and separate from partnerships or licensing agreements, this area can be very lucrative way to extend the reach of a smaller or mid sized company. Whereas your Company may not be able to service markets outside your home country, carefully selected resellers who add value to the sales and distribution process can be a risk-leveling way to expand globally. However, if one is not careful, such programs can also lead to disaster due to the choice of markets, partners and reseller expectations. Whether your Company is challenged by this for the first time or you simply need a specific market addressed or reseller scoped out, Domaine Group LLC can assist in every aspect of this vital element of your sales program.
