The Situation

When IT companies are young, they hire experienced sales people who already know how to sell then encourage those sales reps to use the sales processes that have made them successful in the past.

Frequently IT business owners don’t have a sales background. Their expertise is in the technology they provide. As they hire sales reps, owners believe that by adopting their new sales reps’ methodology they will streamline the sales process and close opportunities faster.

As the company grows and the sales team expands, it becomes difficult to manage sales reps who follow different processes.

Some sales reps are successful and close sales quickly. Other sales reps experience familiar issues such as a:

  • Small sales pipeline
  • Long sales process
  • Difficulty cold calling and prospecting
  • Incomplete customer needs analysis
  • Poor opportunity qualification
  • Inability to handle questions
  • Difficulty closing sales opportunities

Formalizing the sales process into one consistent sales methodology addresses each of these issues. It provides your company with a consistent sales process, sales activities, and metrics to use to develop reps’ sales skills and effectively manage them to higher performance.

You’re able to reduce the number of unqualified opportunities in the pipeline and close sales opportunities faster.

How We Help

KLA has extensive experience helping IT solution providers define the sales process and methodology that fits their offerings, customer target markets and company culture.

Working in collaboration with a KLA sales process expert and a small group of your successful sales managers and sales reps, we use best practices from successful IT companies and your current sales strategies to create a common sales process that includes:

  • Phases of the sales process and the activities to conduct during each phase
  • Sales tools and resources available to your sales reps to streamline each sales process step
  • Sales metrics and activities that indicate successful completion of each phase
  • Competitive considerations to strengthen your position throughout the sales process
  • Concurrent client activities sales reps must support in their actions to speed time to close
  • Linkages to your CRM sales forecasting system

For larger IT sales teams we also define the sales skills required to be successful in each phase of the sales process and gaps your sales team has. This helps you determine where you should train your sales reps to have an immediate positive impact on their sales results.

Your final deliverable is a custom IT solution provider sales process based on:

  • sales process best practices of successful IT companies,
  • your own sales process best practices,
  • how your customers buys your IT solutions, and
  • how you’d like your customers to purchase your solutions.

It steps your sales reps through exactly how they should be selling to streamline their sales process and provides managers with a tool to more effectively manage their sales reps.

Sales process definition can be done over the phone or on-site.

Additional Information

Explore our additional Sales Consulting Service offerings