Our Products and Services

We begin every engagement with a problem identification analysis of a company's direct sales division. This "audit" enables us to (1) determine whether a client is experiencing problems rooted in or related to the sales or sales management division; and, if so, (2) identify those problems. Because sales is an organic part of any business, it can be difficult to get one's hands around it. However, sales is not unlike any other division of a successful company in that it is simply the execution of a strategy. Bottom line, sales is a discipline.

Those of us at Science of Sales are familiar with the multitude of problems that arise from the sales departments and we know how to uncover them. We begin each sales audit with in-depth personal interviews of everyone along the sales food chain from the sales reps to the CEO. These sessions are designed to educate us in regard to the sales practices, knowledge base and personal attributes of each sales individual.

Typical Q's to sales reps include:

  • How do you qualify your leads?
  • What happens on your typical sales call?
  • How does your product benefit your clients?
  • What is your understanding of
  • Sales cycle
  • Goal setting
  • Objection Handling
  • How do you track your activities?

Our meetings with sales management personnel will flush out any issues related to the hiring and management of the sales force, including those related to communication channels and management's role as an intermediary between the c-level and the sales rep's.

This information is helpful in areas including, but not limited to:

  • Leadership, motivation, and communication abilities
  • Ability to forecast sales and set quotas
  • Hiring processes
  • Personnel issues
  • Systems and processes management

Finally, we meet with each CEO to help establish general sales objectives, philosophies, personnel expectations, compensation plans, product specifics and partnering relationships.

Once all of this information is obtained, we conduct an extensive analysis of the extracted data to help identify the problems and their sources. Do you have sales issues? If so, what are they? Do they relate to product knowledge, the selling system or possibly your sales cycle? Does your sales cycle need collapsing and rebuilding? Are your reps employing a less than optimal sales technique? Could your scripts be better? And if your problems are not sales related, we'll help identify them for you. Do you have personnel or labor issues? Are you suffering from mis-identification of market position or pricing? Are there channel problems?

All of this information will be delivered to you along with our solution recommendations that take the form of immediate and long-term action plans we believe must be implemented to eradicate and/or "control" the problems.

Science of Sales provides three (3) primary sales solutions:

  1. Building a Direct Sales Force;
  2. Sales Training Workshop; and
  3. Sales Management System.

(A) Build a Direct Sales Force. If our analysis indicates that our client company would be best served using a telesales force (based on consultative nature of sale, pricing model, etc.), we will recommend this as a solution and build one for them. On the front-end, our services include defining job descriptions, creating compensation plans, planning the facilities and recruiting, interviewing (includes assessment testing) and recommending specific candidates for hire. For the call center (whether inbound or outbound), we design a scalable sales system and curriculum which includes, among other items, scripts, objection handling techniques and daily activity reports. Once the hires have been made, we train them using proven strategic selling techniques and teach them how to forecast sales accurately.

(B) Sales Training Workshop. This workshop picks up where our performance audit ends by addressing all existing sales processes. It is here that we (1) create sales solutions (sales cycle, selling system and sales management); (2) present the new systems to the sales department as a whole; and (3) conduct privatized one-on-one training with each sales rep and sales manager.

In regard to sales cycle problems, we begin by breaking down the cycle, analyzing each piece and rebuilding it using "key activities" or measurable activities. Often this results in the shortening of the cycle, saving time for your sales reps and helping increase their overall efficiency and the speed of their sales.

As for the selling system, we employ and teach a "needs analysis" system that is premised on uncovering specific needs of prospective clients/customers, providing benefits for them via your product(s) and obtaining "permission" from them to sell. Part and parcel to this service is the creation of new questions, scripts and an effective objection handling process.

With respect to sales management, we provide solutions, including "tick sheets," which remove the subjectivity from the sales process and aid in statistical analysis and forecasting. They provide for the management of a system, versus the management of a diverse array of sales rep personalities. This system is more efficient, predictable and scalable to a company's growth. And, should you desire a more sophisticated sales solution, Science of Sales will provide web-based sales tracking and SFA services.

As mentioned above, all of these sales solutions are taught to your sales department as a group presentation by our experienced, knowledgeable trainers. Each presentation also includes typical sales problems/traps, tips on demystifying sales myths and helpful statistics. Generally, this presentation lasts about three (3) hours. Afterwards, we break into one-on-one individual training designed to provide each sales rep with personal instruction on the new solutions and their deployment.

Science of Sales also offers a maintenance program designed to provide quarterly "check-ups" to our clients. In this day and time, no business is ever static. New sales reps are hired, updated versions of products are released, sales channels change, etc. Our maintenance program will provide you with continued assistance in all sales related areas of your company.

(C) Sales Management System. Science of Sales is in partnership discussions with a leading ASP sales force automation company. This partnership will create the first, web-based sales management system that is completely customized to your company's products, sales cycles, sales department and management. Each sales rep will be able to track all leads throughout the sales cycle via specific measurable activity questions. At any given moment, your sales manager can monitor each sales rep's performance in regard to each of his/her prospective clients/customers. All of this will result in increased sales management efficiency and the ability to more accurately predict future sales activity.