IMPROVE THE PERFORMANCE OF YOUR SALES TEAM WITH

Highland Management is proud to offer the field proven and nationally recognized SalesQB program with six steps to guaranteed growth.

Conventional sales wisdom says that increasing sales is best accomplished by improving the quality of the sales team. For the Fortune 500, investing hundreds of thousands of dollars in training, recruiting and paying top-tier talent is a viable strategy.

For mid-sized and smaller businesses, “buying your way out of the problem” is not a viable option.  Until the development of the SalesQB program there was simply no good way to manage 2-10 salespeople.  We saw clients dealing with this “diseconomy of sales scale” in one of five ways:

1.      The business owner took time away from CEO-ing to manage the sales force. Since CEOs typically do not like sales management, they  invested little time in it and got little results.

2.      No one manages sales. Sure, it was cheap, but none of the benefits of professional sales management can accrue.

3.      Hire a cheap sales manager. This usually ended badly with the owner wishing they had skipped the expense as the person lacked the high-level skills needed.

4.      Hire an expert sales manager. This solved the skill issue, but when the cost of managing each employee was divided by the $180 -$250K annual cost of a pro, the amount was excessive.

5.   Promote a salesperson to working sales manager. This solution made sense on paper and typically ended very badly. The salesperson stops selling and usually is not a great sales manager. Therefore the company got a double-whammy. Lost sales and a bad sales manager.

So how do you improve performance of the sales function and keep the sales team you have?  It's not easy, but it is possible. We have studied top-performing sales teams of 10 or less and discovered hundreds of best practices that allow them to perform like Fortune 500 teams for a fraction of the cost. 

 

Much like individuals, companies are good at some things and not as good at others.  Through the SALES, BEST PRACTICES AUDIT, we can help determine where the strengths and weaknesses lie and build a PROVEN, REPEATABLE SALES PROCESS to attain the performance and growth your company deserves.     

 

If you would like to learn about these best practices and our best practices audit (including a comprehensive audit report), please click "Find out More" and complete the contact form.

  

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What is a                   

 

We are a national consortium of Fractional Sales Leaders™ – accelerating sales and expanding wealth creation for business owners.  SalesQB’s are seasoned pros trained to improve sales processes and salesperson performance.

 

A typical a SalesQB has:

  • 25 or more years sales experience

  • 10+ years sales management experience

  • Business ownership and/or executive management experience

  • A history of sales success

  • Training and expertise in the SalesQB process  <READ MORE>

What we do

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SalesQBs help companies with 1-10 salespeople improve their sales by placing one of our top-notch sales management pros as your Fractional Sales Manager™

 

  • This removes the burden of sales management from the owner

  • Puts a talented manager in a position where superior skill matters.

Each week, the SalesQB will work with you and your team to:

 

  • Improve lead generation

  • Better structure the sales process

  • Leverage sales technologies

  • Create a pipeline model and accountability

  • Individually coach reps.


Roadmap to Guaranteed Growth™ with
 
This six-step process includes:
 
  1. Auditing your sales best practice™
  2. Increasing lead generation quantity and efficiency
  3. Creating a “Proven &  Repeatable Sales Process” for the company
  4. Leveraging technology to reduce sales costs and improve effectiveness
  5. Improving sales management by installing models, systems and management
  6. Improving individual salesperson performance through coaching, mentoring, and training

Visit

22 Crystal Drive

Southwick, MA  01077 

Call

T: 413-374-6394

 

CONTACT

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