Sales Consulting reviews by real, verified users. Find unbiased ratings on user satisfaction, features, and price based on the most reviews available anywhere.
Sales consulting providers offer businesses guidance designed to shape and scale a sales team’s existing processes. Consulting is administered through one-on-one interactions, team discussions, and workshops. Many sales consulting providers also offer non-sales consultations, such as financial advice and hiring guidelines.
Sales consulting providers help businesses develop existing processes into better ones. These services also help businesses balance the needs of growing sales departments by coaching managers to input proper training and sales performance practices. A hired consultant will often start their curriculum by presenting a growth model to sales managers that highlights the potential ROI from the pending consultation. A typical sales department consulting session might cover developing sales-related playbooks, building a proper sales funnel, or creating a powerful prospecting strategy. Consultants may also suggest certain sales tools, account management fundamentals, and a department revenue assessment.
The providers in this category may utilize sales analytics software to gauge the growth model a sales department needs before a consultation. These providers may also recommend that managers implement sales gamification software or sales performance management software to further support a client’s sales department.
To qualify for inclusion in the Sales Consulting Providers Category, a services provider must:
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Hiring a sales consultant is ideal for sales departments that are struggling to deploy successful sales tactics, for managers who are struggling with effectively managing their team, or for new sales representatives who are seeking out sales-related guidance. Sales consultants coach with existing sales methods in mind, so sales departments don’t have to worry about overhauling the techniques they are already familiar with. Rather, existing sales techniques are improved alongside any newly added techniques that are suggested by the sales consultant. However, even successful sales departments can benefit from a growth model that illustrates the result of fine-tuning existing processes. Consultants can also help implement entirely new sales methods for a team, if necessary.
Sales consultants typically create a growth model specific to the sales department they are consulting. To create the model, a consultant observes and analyzes the existing methods of a sales department, figures out a way to scale it, and scopes a practical curriculum based on their findings. The growth model acts as a guide for both the consultant and the sales managers of the department participating in the curriculum, and forecasts potential ROI gained from the consulting.
Key Benefits of Sales Consulting Services
While sales leadership teams could potentially create their own curriculum and growth models, hiring a third-party consultant often unveils issues and insights that the leadership team was otherwise unaware or unconscious of. In addition, some management teams resort to hiring consultants when existing sales tactics are unsuccessful and implemented changes are not increasing success rates. Consultants create growth models based on their examination of a sales department’s existing methods, so the process is specific to the team. Because of this, using cookie-cutter methods to fix existing sales issues doesn’t have the same positive impact as implementing the methods advised by a consultant who specifically analyzed the team’s processes.
Sales departments of all sizes hire sales consultants, but the reasoning varies and regularly goes beyond needing help with sales success rates. Some sales departments hire consultants that solely focus on certain areas of the department. For example, a consultant hired to assess the leadership portion of the sales department would focus their assessment on existing management methods. However, even if the consultant is focusing on just one area of the team, an entire sales department can still benefit from a sales consultant because the assistance can benefit different roles in different ways. An example of multidepartment consulting is task management. Leadership, representatives, and operations teams all benefit from streamlined and effective task management.
Sales consulting is offered in many flavors depending on the targeted curriculum:
Sales performance consulting — Sales performance consultants focus on building the correct sales tactics and introducing solid sales methodologies. Performance consulting typically involves an entire sales department, and the ROI is usually centered around facilitating basic sales successes, such as closing more sales and gaining more leads.
Sales management consulting — Sales management consultants simply help sales managers manage better. To do this, consultants offer management tips, curriculums revolving around building a better, more efficient sales team, and enhanced training and onboarding methods.
Sales operations consulting — From an operations standpoint, consultants dig deeper into the granular processes involved with sales forecasting and ensure sales representatives are fully equipped to successfully handle their job. Consultants who focus on operational processes typically try to improve the existing sales pipeline, ensuring the proper tools are in place and improving sales forecasting methods.
While sales consultants might use sales coaching software in their curriculum, implementing sales coaching software differs from hiring a sales consultant. Sales coaching software is implemented when members of a sales team require more in-depth training to bolster their existing sales knowledge. These tools are meant to be an intermediate or advanced way to teach sales tactics that will garner more success and higher ROI from sales tasks. Comparatively, sales consulting is a more hands-on approach to the same sales coaching concept. Consulting focuses on specific areas of the department in an effort to measure which processes need to be adjusted or added. Once a team has implemented the consultant's strategies, they might consider sales coaching software to further guide team members. For newer team members, businesses might also consider implementing sales training and onboarding software for building out guidance and processes specifically for beginner employees.
Differing opinions — Sales consultants ultimately guide sales teams to maximize success and growth amongst the entire department. However, it’s possible for managers, or any team member, to disagree with a consultant’s approach. Upper sales management teams are free to choose whether or not they incorporate the consultant's approach, but it’s also important to keep an open mind and consider the potential positive or negative impacts of adjusting existing processes.
Hiring the wrong type of consultant — Sales departments sometimes might not understand what they need to change in order to be more successful. In some cases, a team might hire a consultant who specializes in management consulting, when the team actually required more in-depth consulting in other areas of the department. While most consultants are more than capable of handling different scenarios, it’s helpful to first ensure what area your team needs improvement in and hire a consultant who specializes in that specific area.