Methodology
With our Total Managed Sales Leadership solution, we provide our clients with data, recommendations, engagement process, management systems and the hiring of world class leadership that will result in dramatic sales performance improvements. We work with our clients to assess the current situation while better positioning you to meet or exceed revenue and EBIDTA targets.
Methodology
With our Total Managed Sales Leadership solution, we provide our clients with data, recommendations, engagement process, management systems and the hiring of world class leadership that will result in dramatic sales performance improvements. We work with our clients to assess the current situation while better positioning you to meet or exceed revenue and EBIDTA targets.
Discover & Assess
We will immerse into the team to assess the health of the sales organization, its capabilities, sales forecast, pipeline, people, resources, processes and outcomes related to our clients go-to market plan and fiscal year bookings goals.
Through a multifaceted approach including stakeholder focus group sessions, 1:1 interviews, and roundtable meetings, we will obtain pertinent data needed to improve sales performance from the inside out while defining specific requirements for the right sales leader. We will identify what is working well, pinpoint root causes of lost deals and process gaps, and understand issues regarding regrettable employee turnover and weak morale.
Operate
We will establish a best-in-class sales management system and drive an operating rhythm that is focused on improving performance. Included in this operating rhythm will be discipline around forecasting, ELT engagement, use of playbooks, positioning value, command of the message, sales methodology, champion building, access to economic buyers, and driving close plans.
We will concentrate our efforts on the success of the current quarter and next-quarter for the organization, while in parallel continuing to identify the sales leadership role requirements and actively sourcing appropriate candidates.
Operate
We will establish a best-in-class sales management system and drive an operating rhythm that is focused on improving performance. Included in this operating rhythm will be discipline around forecasting, ELT engagement, use of playbooks, positioning value, command of the message, sales methodology, champion building, access to economic buyers, and driving close plans.
We will concentrate our efforts on the success of the current quarter and next-quarter for the organization, while in parallel continuing to identify the sales leadership role requirements and actively sourcing appropriate candidates.
Hire
It’s a fact that over 40% of new executives fail with the first 18 months, mostly due to poor fit. In our methodology, we have put the steps in place to prevent this from occurring.
With our strong understanding of the culture and personalities of the current executive leadership team, the sales organization’s strengths and weaknesses, and the organizations goals, our FireOneCXO team will now focus on bringing candidates that are a strong fit to drive success and provide leadership to take our clients organization to the next level.
Integrate
Great leaders have inherent talent, but they can become exceptional quickly when they have coaching and an understanding of the company landscape in their first 30 days.
Our coaching and knowledge transfer process will help the new executive succeed from the very beginning and for the long term. We will help improve alignment between the new leader’s background and vision with our client’s current strategy, culture and situation. Our research shows that a successful first 90-day period for an executive can lead to 67% longer tenure and delivery of 25% greater shareholder value. Our clients see optimization of process and increased sales force effectiveness, improved confidence of the board, the integration of a world class leader who is a strong fit for your culture, and a transfer of knowledge and coaching to the new executive to enable them to acclimate quickly and have sustained success.