Companies Leave Nothing to Chance to Help Generate Sales

1. Companies Leave Nothing to Chance to Help Generate Sales
As companies and sales teams look to operate leanly in a competitive selling environment, sales
managers are increasingly turning to the science of selling to boost sales numbers and reach target
goals. This reality underscores the rise in popularity of sales consulting firms that aim at honing the
abilities of sales managers to better motivate and guide their teams with proven, scientific sales
techniques.
Sales consulting firms help struggling companies identify missed sales opportunities and create
targeted coaching programs aimed at developing sales talent and winning new business. Rather than
hiring new associates and expecting them to sink or swim, businesses are now recognizing the need
to put the onus on the sales manager for talent development and ensuring achievement of sales
objectives.
"The most common type of work that we do is a sales leadership coaching engagement in which we
conduct regular, biweekly coaching sessions with members of the sales management team. In
parallel with those regular coaching sessions, we provide ad hoc advice and support on an unlimited
basis to everyone from the head of sales down to front-line sales managers," says Matt McDarby,
President of United Sales Resources, a Maryland-based sales consulting firm.
Modern sales techniques are built on a foundation of customer-focused sales processes and
effective methodology. Sales leaders serve as the key enablers and coaches who ensure the
application of effective sales process and methods. Sales training solutions of the past focused
almost exclusively on building the skills of individual salespeople and largely left sales management
skills undeveloped. Sales consulting firms such as United Sales Resources focus on teaching sales
managers how to be more effective, focused, and successful leaders.
"No company is too big or too small to take a more disciplined and effective approach to running the
sales organization," said McDarby. "We've worked with sales leadership teams from small and
middle-market companies whose names you may not recognize, and we've worked with very large
companies like McGraw-Hill Financial and Weston Foods. The connection between all of the
companies we've helped is that they recognize the need to fully develop and support the sales
management layer of their business. Sales management is the pivotal role in any business, and we
help our clients to build highly effective sales management teams."
For more information, please visit http://usr-llc.com/