When it comes to choosing a sales consultant that will get the job done, it's important to do your research and consider a variety of factors so you save time, money and get a return on your investment. Here are a few key things to consider when trying to select an effective sales consultant:
- Sales data: It's important to ensure that the consultant is tracking all of their sales outreach, as well as key metrics such as revenue, number of leads, conversion rate, sales cycle length, and average transaction value. This will give you a sense of how your sales are performing and allow you to identify areas for improvement. Most sales consultants do this through a CRM like Hubspot or SalesForce.
- Customer feedback: It's also important to consider whether the consultant is tracking all of their communications with customers. This information can be invaluable in terms of identifying areas for improvement, pricing changes, and product additions. If done well, this information can be just as valuable as closing a strategic account.
- Sales reports: A good sales consultant should provide regular reports on their activities, including the number of calls made, meetings held, and deals closed. This will help you stay up-to-date on the consultant's progress and identify any potential issues. These reports should be easily accessible, delivered on a regular schedule and be custom to the metrics most important to your business.
- Sales software: Does the consultant have a robust sales tech-stack that can help you track sales progress and analyze data to identify trends and areas for improvement? This can be a major advantage, as the right tools can make a big difference in terms of efficiency and effectiveness. Whereas the wrong tools can slow a company down and cost a lot.
- Sales meetings: Regular sales meetings can be a helpful way to track progress, share updates, and identify any issues or challenges that need to be addressed. Make sure that the consultant you choose is committed to having these kinds of meetings on a regular basis and walks you through the pipeline in the CRM you've chosen. We suggest having a meeting at minimum once every two weeks if not once every week.
In addition to these factors, it's also a good idea to consider the consultant's experience, reputation, and overall fit with your business. You may want to speak with current or former clients of the consultant to get a sense of their experience working with them. And don't be afraid to ask tough questions – a good sales consultant should be able to address any concerns you have and provide clear, concise answers. We love tough questions!