A good sales process starts with discovery and so does a successful consulting arrangement. The first step of the project is clearly defining the problem and desired outcomes so the correct solution can be designed. To do that, I start by conducting interviews with you, your teams, your customers, and sometimes even prospects. I collect data, benchmark it against best practices, and present the analysis to you for us to look at together in order to prioritize the projects and path to the outcomes.

Once the problem is clearly defined, we work together through my process to tie the problems and desired outcomes to the business needs and priorities and estimate the revenue impact in whatever way makes the most sense for the area of focus. We answer questions like: “what happens if this problem isn’t solved? What areas of the business does this impact? How will this impact sales, customer LTV, employee hiring and retention?” And map this next to each priority.

Once the problems and outcomes are defined and prioritized, it then comes time to implement the solutions. This comes in the form of building and delivering trainings, sales playbooks, hiring and onboarding strategies, research, leadership and development coaching, customer retention strategies, or marketing strategy. I will either do the work myself or subcontract out to subject matter experts that will deliver the desired outcomes.

Once the implementation is complete, we have to observe the impact to ensure it’s helping us meet our outcomes. Every plan or strategy needs to be adjusted once it’s implemented in the real world. We sample data and look at leading indicators to ensure we’re moving in the right direction.

Upon successful delivery and optimization, we revisit our list of problems and priorities and begin the next project.