DRIVE SUSTAINABLE SALES GROWTH
HOW WE HELP
First our consulting services ensure that we are focused on what matters.
Our workshops develop the team skills necessary to deliver the results.
Coaching ensures long term development and adoption.
We take a true full lifecycle approach and fill in focused skills gaps.
Consulting – Run to the Truth
inSPPECt
Identify biggest gaps in Strategy, Process, Personnel, Execution and Continuity that prevent sustainable sales growth. Create a prescription for recommended changes to move towards a best practices based, high performing sales team. Take our 3-min self assessment today!
Human Capital Planning and Development
Build a 4 step approach that focuses on the right profile, recruiting plan, onboarding process and 180 day success plan so you can get the team in place, shorten their time to productivity and build loyalty.
Sales Kick-off
Elevate your SKO and/or QBR by injecting your team with pragmatic inspiration and motivation that can be put to work the next day or deliver a high impact, focused skills development workshop. Click here to schedule an SKO consult today!
Talent Management
Create clarity and understanding of your sales personnel so that you can answer questions like: Can they do the work, will they engage with the work, and how well they will execute. Assess and map the capabilities of every member of your current and future sales team for better alignment and talent management. Click here to schedule a Talent Management consult today!
Fractional CSO
Built on success, experience and best practices, one of our sr sales leaders will step in to fill the gap that is choking your growth.
Job Transition & Career Coaching
If you, your team or someone you know is currently or might be heading into job transition, Span the Chasm can give you a unique advantage to get back in the game doing what you love with the right employer. Click here to schedule your job transition assessment and coaching call today!
Workshops – Focus on what Matters
Foundation
Front end, funnel management processes. Building the Ideal Target Client model, Profiling, Building Buyer and Contact Personas, Effective Call Prep, Prospecting and Qualification.
Lead
Grow the sales team to achieve high level sales competencies. Build the 1:1 skills of engagement for increase client receptivity, permission based discovery, building value that moves the prospect to action and advancing an opportunity in a way that makes sense for the prospect.
Launch
Opportunity Management. Builds an effective sales process that answers the 5 key questions in a sales engagement (Discovery, Scope, Go/No Go, Vendor Validation and Neg & Close). Additionally, it builds a strong opportunity hygiene tool to remove the guess work out of moving an opportunity to closure.
Catalyst
The 3 functions of sales management: Lead, Manage and Coach. LEAD focuses on aligning sales rep personal goals to corporate plans. MANAGE focuses on the key activities and processes that will truly drive productivity, not the noise. COACH focuses on diagnosing and developing your sales reps, one skill at a time. These 3 elements provide the basis for sales managers to transform how their reps and teams sell and produce.
Focus On What Matters (FOWM)
Built on years of coaching top tier sales reps, this workshop builds on the 6 things that these top reps do better than the rest.
Live WORKshops
Click here to register for our next available WORKshop or sign up to be notified when new WORKshops are available.
Coaching – Drive Sustainable Sales Growth
IGNITE: Mastermind
A monthly workshop with 7 of your peers focused on mapping success, solving real problems and growing your business. Networking, development and encouragement designed to make your job easier and more effective.
IGNITE: Sales Manager
1:1 sales leader coaching keeps the momentum for growth going. Key areas: rep recruiting and retention, compensation modeling, territory management, expansion planning and ongoing leadership development around leading, managing and coaching the team.
IGNITE: Executive
1:1 executive coaching keeps the main thing the main thing. Key areas: strategic planning and execution, ongoing market and organizational strategies, cultural alignment to growth goals.
IGNITE: Sales Rep
1:1 rep coaching keeps the focus on progress, growth and progress. Key areas: Skills development, time management/operating rhythm and deal analysis and planning.
Additional Services
Call Coaching
First and second call excellence drives long-term success. This is for teams where phone skills are the core prospect engagement tool and includes techniques for engagement, getting to/thru PBX, call cadence and content.
Social Selling Fundamentals
Sales teams that integrate LinkedIn/social into their sales engagement process close more deals than ones that don’t . Engage prospects and inform the market of your success, creating an easier prospecting platform.
Present
Excellent presenters speak less and are ‘heard’ more. They move their audiences to action. Build presentation skills, both construct and technique, to engage your prospects better and move them to action.
Negotiate
Build confidence and transparency into the negotiation process to remove the conflict. Tools to assess your risk and probability of winning.
Prospecting
Great prospectors have a cadence, message track and approach that breaks through the barriers of noise and gets prospects to slow down and engage.
ASLAN Sales Team Training
The proprietary certification program that empowers sales leaders to ignite the passion for change, manage the metrics, and develop their team’s ability to sell.
Case Studies
Bnr Case Study –
inSPPECt Assessment
Big Nerd Ranch (BNR), a premier application development and training firm, was seeking to capitalize on all revenue streams available to them within their core accounts, knowing that additional opportunity was there but not being pursued.
It engaged Span the Chasm, and through our inSPPECt Assessment service, we took an end to end view of BNR’s process and approach, uncovering BNR’s core challenges and created a clear execution path by building a prescriptive plan to achieve BNR’s goals.
In less than 6 months of engagement, monthly revenue stabilized and we grew their sales productivity by 307%.
Sales and Services teams engaged in growing their biggest accounts 2 – 4x previous rates. Additionally, BNC positioned themselves to deliver holistic value to their customers and moved from being “Engineering Centric” to “Customer Centric”.
Cinemassive Case Study –
Talent Management
CineMassive, a premier producer of high-performing video wall systems, lost their VP of Sales unexpectedly midway through the year, putting their pipeline and growth plans at risk. With the bulk of their sales happening in Q3 and Q4, there was an immediate need to stabilize and grow their pipeline. In addition, CineMassive had a large product launch planned for the following year. Their sales teams needed to be in the field and producing immediately.
Steve Keck at Span the Chasm was chosen by CineMassive due to our experience transforming front line sales teams. Span the Chasm’s Talent Management service brought a clear understanding about the current capabilities of the sales team, and designed a matrix for benchmarking all future talent.
Span the Chasm’s comprehensive Talent Management service uncovered several challenges:
-
- Not all members of the sales team were qualified to manage the complex sales process
- They lacked a cohesive sales process in place to support the team
- Half of the sales team was below 50% YTD of their sales goal well into Q3
- A hiring process was missing to identify the right candidates
- An undefined culture made it difficult to sell candidates into the organization