We improve our clients' sales, profitability and performance with solutions tailored to their markets and organizational need. In today's high-speed sales environment, your organization's business strategy and sales process must be aligned to strengthen and complement one another.

We can help you achieve or maintain your competitive advantage by analyzing your sales organization's structure, sales process, clarity of roles and sales compensation plans.  We offer a 'Win/Loss' analysis process to help you leverage your strengths and avoid your weaknesses in every sales situation.

Finally, we provide hands-on, end-to end implementation support to ensure sustained results.

The case studies below provide examples of how we can help.

Our capabilities include

• Market and competitive analysis
• Brand strategy & market message development
• Capabilities assessment
• Development of sales and marketing strategy
• Win-Loss analysis to assess & maximize performance
• Performance measurement and appraisal
• Territory and channel management strategy
• Sales force evaluation, training and coaching
• Mentoring programs
• Strategy and program implementation support

Case Study #1:  Designing a sales organization

The issue:  This U.S. based company was entering the Canadian marketplace. The task was to build a direct sales team from the ground up.

The solution: Smith Knox began with market research that confirmed sales opportunities in the corporate market across Canada. The next step was to develop a sales strategy and a profile of the skills and experience sales professionals required to be successful in this market, given the client's business objectives.

Smith Knox designed the sales organization, developed job descriptions, sales targets for both account reps and senior account executives, established base salary ranges using competitive market data, and developed a performance-based sales compensation plan that would focus reps on high profit opportunities. Finally, we developed and launched the recruitment plan for the required sales professionals.

With the sales team in place, Smith Knox developed and conducted training programs to educate them on products and the company's sales strategy and process.

The impact: As a result of these efforts, the client had a skilled, trained and motivated sales force in place by the project deadline.

Case Study #2:  Achieving sales goals

The issue:  This client was having difficulty identifying prospective clients, engaging them through the right medium, communicating the right features and benefits that match their perspective of their needs, closing the sale in a profitable win-win manner and conducting it all in a time frame that satisfied both the client and the company's fiscal objectives.

The solution:  Smith Knox provided an outside perspective and assistance to the marketing and sales functions to bring new insights to how to get things done more profitably. We worked with the marketing and sales teams, providing analysis of the product, price, place and people, illustrating the need for change in sales processes, territory planning, compensation plans, performance appraisal, training and coaching. We provided a variety of solutions from the up-front analysis consulting through implementation and project management of process modifications and on going coaching and mentoring of all stages of the marketing and sales process.

The impact: With the right analysis and effective modifications to its marketing and sales processes the company was able to gain and develop strong marketing and sales people and keep them motivated and profitably producing for the organization. The new processes enhanced the productivity of the team by removing obstacles within processes that had been an impediment. Greater credibility with the marketplace, existing clients and potential new ones, by creating a more professional image for the company through its marketing and sales team was achieved, based on before and after independent client feedback.

Case study #3:  Refocusing the sales force on profitability

The issue:  This mid-sized manufacturer of high technology products saw profit erosion due to intense price competition from new low-cost production facilities opened by its competitors.  To survive in the midst of industry consolidation, the company knew it would have to de-emphasize low margin commodity products and focus on high-end specialty products.

The solution:  Achieving this goal required major changes in sales operations.  It required redirection of the sales force, formerly commodity-focused, to concentrate on customer needs that drove specialty product sales, profitability instead of volume, and customer relations.  High turnover among the seasoned sales reps and account managers capable of operating successfully in this environment had impaired the organization’s ability to be successful. 

With an understanding of the company’s strategy and objectives, Smith Knox defined specific accountabilities for the sales force.  We revamped the sales compensation plans to be competitive in the market and discourage turnover of successful sales professionals.  Using revenue and margin measures, the plan rewarded reps in proportion to their achievements in terms of the new profit-oriented mindset and the shift in business mix toward specialty products.

The impact: Management endorsed the new compensation plan.  It provides a clear line of sight between strategic goals and individual performance.  Sales reps understood the plan, accepted it, and began changing their behaviour.  The company is well positioned to be successful with its strategic change in business focus.

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Last modified June, 2011