Our scope of services
Sales Organization
Your sales team structure is the foundation of your operations. If the foundation is weak, the entire sales process will suffer. As such, the way you design and structure your sales organization can have lasting consequences for your business’s long-term success.
Main topics tackled: customer segmentation by use case, role & responsibilities, channel management, Objectives Key Results (OKR), quota setting, sales commission plan, hiring talents, onboarding.
Sales Process
Once you built the foundations with your Sales organization, it is all about execution. The Playbook.
A business playbook contains all the pieces and parts that make up your company’s go-to approach for getting things done. It includes process workflows, standard operating procedures, and cultural values that shape a consistent response.
Main topics tackled: Lead generation (inbound/outbound), Sales methodology, Sales process (opportunities stages), reporting & forecasting, KPIs, customer knowledge, workflow & productivity.
Digital Tools
Digital Sales tools are applications used by your organization to make the job easier. Sales tools come in multiple categories, including customer relationship management (CRM), sales & market intelligence, lead handling & processing, analytics & reporting, sales training and sales automation.
Main topics tackled: Start with a "Why?" and then go for a "How?". Meaning being very specific about your expectations before to look for new tools. Best practices on digital tools. Tools integration and workflow.
Readiness & Execution
Sales readiness involves certifying whether your sales people possess the skills and knowledge needed to have effective conversations throughout the buyer’s journey.
Sales execution refers to the actions taken place to guide a lead through the sales funnel and ultimately closing the deal. Basically it is executing the sales process and achieving each task for every stages.
Main topics tackled: Sales governance, business review, One2One, KPIs monitoring, dash-boarding, assessment, training, coaching.
An impactful framework of tailored services
Assessment - Structuration - Execution
Due Diligence & Audit
Analyze current situation, identify area of risks, propose a mitigation plan and a call to action.
Sales & Marketing organization
Optimize the structure of your Sales & marketing organization depending on your business model:
• High velocity vs long sales cycles
• Low touch vs several interactions and touch points
• SMBs vs Enterprise
• Small deals vs big contracts
CRM Configuration & Effectiveness
lntegrate your sales Playbook in your CRM to empower your Sales, improve end to end consistency, and ultimately close more deals
In more details, CRM Efficiency covers:
• Taxonomy review & lean forms
• End to end customer engagement tracking
• Sales Process & Sales Methodology implementation
• Streamlined and automatized workflows
• Capture relevant customer information to improve Go to Market and conversion rate
• Give contextual guidance
• Measure impact by tracking usage and identify areas for improvement
• Business dashboards to pilot efficiency, closing rate, Sales cycle and forecast predictability
Hiring Process support
Attract the right kind of candidates while saving the time and money spent on identifying, engaging, and recruiting talent.
Sales Commission Plan
Build a compensation plan to drive good behaviours and results the business wants to see.
The basics are:
• Show Causality: directly related to Business Plan & Strategy achievement
• Drive Performance: motivate & reward high performers
• Be fair for everyone: fair & equal for all team members
• Make it simple & easy: simple to understand & easy to measure and to administer
Company Playbook
Deliver both high-level guidelines as well as specific play-by-play processes to boost productivity, performance, ramp up new hires and keep everyone informed when things change.
In more details, company Playbook covers:
• Vision/Mission/Strategy/Go to Market
• Value proposition and differentiators
• Target organization and what is expected from each team members (Responsibilities & KPIs)
• Customers engagement model at every touchpoint and adapt to any selling situation without skipping a beat by using the right process and methodology
• How to drive continuous improvement at individual, team and company level
• How to work as a team
VP Sales coaching or interim
Provide a comprehensive set of coaching tools built to make sure that the right behaviors are repeated consistently through your selling teams.
Can be executed as coaching or as interim position.
About Us
FireBold Consulting is dedicated to start-up and mid-sized companies located in Europe working in partnership with investment funds. We provide operational consulting packaged services to significantly improve your Sales results. We are hands on and our deliverable tangible.
Address: 25 bis, rue Cortambert 75116 Paris France
f.bossel@FireBold.net