Commercial Consulting: is it worth it?
Change is difficult.
Even harder is calling someone else to guide the change in something that you often thought you did well.
But the truth is that an outside perspective can add a lot and bring about positive and productive transformations.
Today we are going to talk about business consulting. A process that can transform the process that needs improvement and enhance what already produces results!
How does business consultancy work?
There are many business consulting models, but here we will present how we, at Hackeando Processos, carry out this process.
Firstly, when carrying out sales consultancy, our specialists spend gambling data germany a period of time experiencing the routine of the contracting company to identify gaps, action points, and also identify where it is possible to restructure and optimize its Commercial Process.
In addition, we also monitor the execution of new implementations and direct strategies so that the team can achieve the goals defined at the beginning of the project.
The 4 stages of a commercial consultancy
1- Diagnosis
First, it is necessary to conduct an in-depth study of the company, through ICP analysis, market research and professional knowledge of the team members. In this first stage, it is necessary to understand the objectives and goals of the corporation, as well as its structure.
2- Construction
After getting to know the company, its goals and the team, we move on to the next stage, in which we structure the entire sales process, from Business Intelligence, through pre-sales, prospecting, lead capture, and all the way to the sales and post-sales stages. This stage also involves training the team with new knowledge of the tools and processes defined.
3- Pilot Project
The third stage is the moment in which the project will be implemented in a reduced and controlled way, in order to be optimized.
Imagine that you already have an engine that generates results, even without the power you would like. Your goal is to produce a new engine (new process) and that this, at some point, will have a higher power than the current one.
What is this? It is a prototype of the new sales model applied with a reduced team, of 1 or 2 SDRs, for example.
At the beginning, implementing a new process tends to bring problems, errors, and difficulties in adapting and, therefore, it must be carried out as quickly as possible.
Don't rely on the new process to bring in revenue in the first month. Make the right transition and the results will come!
4- Rollout
Finally, we apply the Rollout, which is the implementation phase of the new model in a company.
In this phase, we use the implemented process as a basis. Thus, we evaluate the main gaps, modifying the points for improvement, altering the playbook and having a new team (usually with more or all the people in the company) start running the new process, in parallel with the previous model.
During the Rollout, we will test the models, optimize the pre-sales process and train the team. This phase will also include the help of the people who participated in the pilot project, who will provide practical lessons and help supervise the project.