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Sales Performance Factors

Pivotal Advisors is focused on building healthy sales organizations. We use an approach proven across hundreds of sales organizations to move them from reactive sales organizations to more intentional and strategic sellers with a consistent and repeatable sales process. We help sales leaders to improve accountability and provide strong coaching and feedback. This typically leads to more predictability in sales production and accelerated growth. 

Our model is based on the following “Sales Performance Factors:”

Growth Strategy

Pivotal Performance Factors

Defining and understanding where growth will come from. This could be from existing customers, new markets, new products or services, expanded geography or something else. We help to define the strategy, establish goals and initiatives and develop a plan for growth.

People

Having the right people with the right skill sets and experiences is critical in executing your sales strategy. However, companies struggle with finding those individuals. We help our clients define the ideal sales person for their organization, assist with the selection and on-boarding process and help retain “A” players and continually develop the sales organizations skills.

Process

It has repeatedly been shown in multiple studies that having a formal, defined sales process which every rep consistently follows increases the productivity of the reps. We help our clients define and implement sales process and develop standardized tools that can be leveraged at each step of the process. We also help them to implement well-defined sales plans on how they will achieve their goals.

Measurement

The large majority of sales organizations typically measure results as their primary, and often only, metric. Pivotal Advisors believes it's helpful to look at multiple metrics that lead to sales. We help our clients to define key metrics for each company and set expectations around activities such as meetings, calls, qualified opportunities, deal/account size, close rates and more.

Rewards & Recognition

Driving the right behaviors that lead to sales success is critical in executing any plan. We help our clients develop compensation plans that are aligned with company goals and initiatives and work with sales leaders to drive desired behaviors through non-compensation levers such as recognition, competition and performance management systems.

Execution

Pivotal Advisors strongly believes that the largest factor contributing to a successful sales organization is the manner in which front line sales leaders manage their respective teams. Often the difference between average and outstanding performance is simply the ability to execute. We work with leaders to help them develop a rhythm to their business that drives accountability and increased communication and work with them to develop their skills for coaching and providing feedback.

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