What We Do
1. GO-TO-MARKET STRATEGY
Are you a start-up or a Fortune 500 company? Are you entering a crowded market segment, or launching a new technology or service? Our 30+ years of experience in working with companies of all sizes has prepared us to help others develop an effective strategy.
2. CHANNEL PARTNERSHIP STRATEGY
SALES FORCE AND SALES CHANNEL DECISIONS
Should you go direct or through distribution? Direct warehousing or 3PL? What about utilizing a third-party sales force? We have safely crossed these bridges and can help you determine the best way to build a sales team based on the best delivery channel. Getting your message and your product delivered in a cost-effective manner and accelerate your revenue and customer count is a challenge we thrive on. A select sales force and a select channel of distribution decision should align with how your customer wants to buy and not necessarily how you want to sell.
SALES FORCE STRUCTURE AND COMPENSATION PLAN
Any client who wants to realize their vision of success requires a well-designed compensation plan. A compensation plan should reflect the culture of the employer and be commensurate with the work in the market segment being served, keeping in mind that a well-designed sales commission plan is only a part of the total consideration for work performed. Communicating and understanding the plan should be easy and drive the team toward invincibility.
CHANNEL MANAGEMENT and “TRUE PARTNERSHIP”
If you have decided that your go to market strategy includes a channel partner, you need to be prepared to decide which organizations can best communicate the value to your mutual end user. Depending on the complexity of your product or service, are you prepared to invest in the training and the follow up necessary to keep your channel partner sales team motivated and focused? Why should your channel partner focus on your product or service? What is your plan for direct sales and marketing support of the channel partner(s)? If sales performance through distribution is lower than expected, what recourse do you have and what is the cost? Is your decision to utilize distribution to create a market, or is it purely a sales agent? How will the channel lower your cost of sale and delivery?
3. CRM SELECTION, IMPLEMENTATION, & UTILIZATION
SALES CRM SYSTEMS
From selection of a CRM that is best for your organization to tweaking an existing CRM to help you improve the management and growth of your customer base, OurGumption can help you from analyzing your sales process to helping you with the criteria to improve the user experience and obtain meaningful and actionable data for leadership.
SALES ANALYSIS AND KPI REPORTING
Are you mired down in reports? Are you working from numerous spreadsheets from numerous departments? What exactly are you measuring? Does it help you make better decisions? Are your KPIs relevant to your goal? My dad always told me to measure twice and cut once. Like the marks on a tape measure, can your KPIs confirm you're not coming up short of your goal?
4. SALES PROCESS, TRAINING, & TEAM DEVELOPMENT
We can help you create a sales process and culture that creates customers for a lifetime. We will introduce you to a sales process and methodology that will awaken the spirit in your most tenured sales reps and establish a sound foundation for the journeymen and women on the team. A sales team should be facilitating the customers desire to buy and the culture, tools, and skills that your sales team operates from is critical to success. The goal is customers for a lifetime and for your customers to tell a friend, who in turn tells a friend. You need an approach that's disciplined, accountable, and rooted in common sense to accelerate your sales.
5. PRODUCT POSITIONING, PRICING, & MARKETING
DIFFERENTIATE OR DIE
Are you at the infancy stage of the product life cycle, or are you working with a mature product? Is your product a one and only? How you position and price based on where you are in the product life-cycle is only one of many questions to ask as you debate the value of any product at any given time.
Can you repurpose the product for new markets? Do you have dependable market intelligence on the performance and price of your competitors? OurGumption can work with you on product positioning, messaging, pricing and markets that will optimize the price you get for the products and services you provide.