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Sales Clinics Overview

Addressing the challenges

The Sales Clinic process addresses real-life sales situations such as managing key deals, developing a winning account strategy, and being better prepared to win more business against your competitors.

Many sales campaigns fail because of poor implementation and lack of management control – it’s a real challenge for any sales team, large or small. So here’s what the Sales Clinic process aims to address:

• Support the sales manager and the account team in how best to develop target accounts so as to win the maximum available business, over a sustained period of time.
• Work with the sales manager and their team to define what needs to be done to win specific identified deals – or to qualify out, so you don’t waste valuable resource.
• Help formulate an Executive Alignment Strategy for each targeted account.
• Determine the most effective Competitor Positioning strategy, and then agree your Differentiation (why the customer should buy from you versus some other solution).
• Help the account team define the Strategy and Tactics of the sales campaign and highlight the Key Dependencies (things that need to be deal with to give you the best chance of winning).
• Ensure prompt and regular reviews are conducted to drive the plan – this also allows the plan to be put under pressure to confirm that it remains relevant to the evolving circumstances of the campaign.

When our clients stick to the Sales Clinic process the outcome is always profitable – when they don’t, they lose deals, or win based on poorly negotiated non preferential commercial terms. Stick to the Sales Clinic process and account teams take professional control of their sales campaigns.