Sales Process Audit
Your audit is focused on 3 core areas; Sales, Customer Success and Marketing.
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“There MUST be a better way to sell!”
Sell More by Selling Less Book is now available as an e-book so you can purchase today and get instant access!
Guiding Companies to 30% (+) Revenue Growth Within 12 Months
30%
Average revenue growth clients realize in the first year of working together
101
The number of companies who’ve benefited from Rob’s expertise.
22
The number of different industries Rob has driven results in.
YOUR FRACTIONAL VP OF SALES
Rob works with growth-minded business owners and leaders to build a scalable revenue generation engine that achieves reliable and predictable year-over-year revenue growth. Think “Fraction VP of Sales” or “Outsourced Sales Manager”. Rob achieves sales growth through a Rapid Install of systems and process that optimize how companies deploy their staff, execute on their sales processes and leverage technology to automate sales tasks.
Implementation
Next is a rapid install of the systems and process you need to ramp up your revenue production.
Sustainment
Helping ensure meaningful and measurable results are achieved.
We have worked closely with Rob to build and refine a customized sales process that works for us in our industry. It is simple, easy to follow, and it works. Halo Metrics has enjoyed a solid footing in a competitive and ever-changing market since launching it.
Rob Malec has the uncanny ability to demystify the selling process. In this book he breaks down the complexity of sales into simple, easy to understand approaches. His proven models and techniques will have you working more efficiently, more effectively and producing results like a seasoned sales professional in no time. Rob’s focus on bringing value to clients makes good strategic sense in today’s complex world of business. His practices dovetail seamlessly with contemporary business, marketing and growth strategies.
Rob is a sales expert. His strength is simplifying the sales process into a step by step formula for success. He is also a great sales teacher both as a one-on-one mentor and classroom trainer for an entire team. I highly recommend him to help take your revenues to the next level.
If you want to take your sales process to the next level you need to model the behaviours of top salespeople. Rob has taken these behaviours and written a book which clearly lays out the tangible steps you can take to boost your revenues now.
Rob’s process-driven approach ensures that the gaps in your strategy will be managed, and every decision made in the right order with the best chance for success. What more could you hope for in the real world?
Rob has mastered the Art of Selling. His methods are not only simple to adopt but also generate real revenue.
Case Study – Revenue Maximization, Service Company
The client is a privately held enterprise with 65 employees. My work with them took place over the course of 2 years. They have sales staff around the world (Russia, China, Taiwan, Spain, Brazil, Mexico, Canada). Annual revenues are approximately $9 million.
Results
Sales increased by $3 million over the course of the project.
THE CHALLENGE
Sales were flat to declining for the 2 years previous to our work together. CRM adoption by the sales team was extremely low. No proven sales process or methodology existed, and as such, managing the team was extremely challenging and sales results suffered.
VALUE I PROVIDED
- Meaningful growth in top-line revenue.
- Time-to-sales productivity of new sales hires decreased.
- Managing, leading, and coaching the team is now significantly easier and more intuitive which has allowed greater focus on “working on the business” by ownership.
- The company is a more robust and marketable asset now than it was 2 years ago.
MY WORK
Working closely with ownership, we:
- Completed the sales process redesign and optimization.
- Installed the redesigned sales process.
- Implemented my Value Based Sales Methodology (as outlined in my book “Sell More by Selling Less – Mastering the Conversational Sales Method”).
- Refined the process flow of their CRM data entry.
- Instituted highly effective one-on-one coaching with the sales reps, helping them address the challenges of implementing the
new approach to selling. - Instituted highly effective one-on-one mentoring with ownership to develop their leadership skills and guide them down the management path of behavioural change required to help the team successfully adopt the new approach to sales.
Case Study – Revenue Maximization, Software Sales
The client is a privately held enterprise with 90 employees. My work with them took place over the course of 2 years. They sell a six-figure software solution to Government and Municipal organizations worldwide. They have sales staff in Canada, Australia, and the United States. Annual revenues are approximately $10 million.
Results
Top-line sales increased by $2.5 million over the course of our 2 year project.
THE CHALLENGE
Sales were flat prior to our work together. The sales team were technical industry specialists with little experience selling large, complex deals. No proven sales method, funnel process, or sales strategy methodology existed. The Sales Director was new to sales management.
VALUE I PROVIDED
- Meaningful growth in top-line revenue over a two-year period.
- Increased sales funnel flow & accuracy.
- Managing, leading, and coaching the team is now significantly easier as each member has gained the ability to self assess and course
correct. - The company has shown growth through acquisition.
MY WORK
Working closely with sales leadership, we:
- Completed the sales process redesign and optimization, and then installed that sales process.
- Implemented my Value Based Sales Methodology (as outlined in my book “Sell More by Selling Less – Mastering the Conversational Sales Method”).
- Reengineered the process flow of their CRM data entry.
- Significantly increased adoption of CRM.
- Instituted highly effective one-on-one coaching with the sales reps, which helped to address the challenges of creating strategies to increase sales velocity and deal size.
- Instituted highly effective one-on-one mentoring with sales leadership to develop their leadership skills and guide them down the behavioural change management path required to help the team successfully adopt the new approach to sales.
Case Study – SCALING TO ATTRACT INVESTORS, TRANSPORTATION COMPANY
The client is a privately held enterprise with 80 employees and revenues of $12m. My work with them took place over a 14 month period. They provide last mile delivery solutions to a diverse range of B2B & B2C clients across North America.
Results
The company attracted significant investors as the sales function was taken from a state of no process rigour into one with a full-scale Lead Acquisition-Business Development-Sales process infrastructure. This foundation was implemented across the Regional and Key Accounts Sales Teams in both Canada and the United States.
THE CHALLENGE
Virtually all of the company’s revenue growth prior to the project had come from one significant customer. This created a very unstable business. Further, without a repeatable sales motion that generated revenue reliably and predictably, attracting significant investment capital to take the company to the next level was extremely difficult. Finally, the Regional Sales Team was underperforming and the Key Account Sales Team had yet to be built.
VALUE I PROVIDED
- Increasing the average deal size of the Regional Sales Team by 8x.
- Helping to build a sales funnel of $13 million for the Key Accounts Sales Team within 5 months of launch.
- Leading a sprint install of all sales and revenue generation processes for both the Canadian and US sales teams.
- Making the transition to a repeatable sales motion as smooth as possible by guiding the Behavioural Change Management process required to effect that change.
- Facilitating accurate revenue forecasting by senior leadership for potential investors.
- Allowing senior leadership to focus on running the business and procure funding.
MY WORK
Working closely with senior leadership and multiple departmental internal stakeholders we:
- Configured the CRM to reflect the newly installed end to end revenue generation and sales process foundation.
- Increased the efficiency and effectiveness with which the sales team collaborated with internal stakeholders toward streamlining onboarding of new key account customers.
- Conducted talent searches and hired new sellers toward scaling the Regional Sales and Key Account sales functions in both Canada and the United States.
- Designed and implemented a comprehensive large scale Product Knowledge and Sales Process Mastery training program.
- Integrated and coordinated the go-to-market efforts of the Sales department with those of the Marketing department towards creating synergies and maximizing the ROI on marketing dollars.
- Launched a KPI driven initiative across the sales function aimed at guiding behaviours to fill the sales funnel & increase sales velocity and deal size.
Case Study – REVENUE MAXIMIZATION, PACKAGING COMPANY
The client is a privately held enterprise with 18 employees. My work with them took place over a 12 month period. They sell packaging solutions to consumer package goods customers.
Results
Topline sales went from $1.2 million the year prior to our project to $3 million after 12 months of working together.
THE CHALLENGE
The sales team were all new and had no prior sales experience. Revenue in the 12 months before our project was flat, with no salesperson reaching their sales target. No business development or sales process infrastructure existed prior to our work together.
VALUE I PROVIDED
- More than doubling the annual revenue over a 12 month period.
- Creating a positive ROI on the spend associated with running a sales team.
- Facilitating accurate forward looking revenue projections by ownership through CRM data integrity.
- Allowing ownership to focus on running the business versus trying to build out the sales function on their own.
MY WORK
Working closely with ownership and the sales team, we:
- Selected and implemented CRM.
- Configured the CRM to reflect the newly installed sales process foundation.
- Held weekly sales meetings, the purpose of which was to remove roadblocks to revenue generation.
- Trained all sales staff on how to leverage the new sales process foundation day in and day out.
- Instituted a system of sales strategy creation towards increasing sales velocity and win rate.
- Held one-on-one coaching sessions with each salesperson, the purpose of which was to develop their skills and improve their sales results.
Rob is One of Vancouver’s Leading B2B Sales Consultants
“There MUST be a better way to sell!”
Sell More by Selling Less
After studying many sales methodologies and being thoroughly bamboozled by most of them Rob thought “there must be a better way to sell. One that is sound, effective and is easy to learn and apply.” That way is The Conversational Sales Method. In Sell More by Selling Less you will learn to master it.
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Podcast interview with the Consulting Success®July 9, 2021 - 7:17 pmI recently had an interview on the Consulting Success® Podcast where I talked about the roadmap to mastery in consulting. To listen and read the full interview click HERE
A bit about Rob
Based in Vancouver British Columbia Rob Malec has been helping his clients increase the revenue their companies generate while operating more effectively as an organization since 2001.