It can seem like an unnatural thing to do, or an admission of under-performance, to bring in a strategist or sales outsider. However there are many occasions on which it’s exactly the right thing to do.
Executives frequently feel the need to find an expert gun-for-hire for a short time, to validate direction, to help with problematic change programmes, to borrow some objectivity, to find a sounding board, or to remove emotion from decision making.
Why 'sales strategist?' At FortuneWest, we worry about the measurable benefits of consultancy, when it involves a fat report and a fat invoice. So, we prefer to use the word strategist, who we view as a ‘functional consultant’ who will be accountable, as opposed to an expensive desktop theorist.
The answers are: in good times, in bad times, and in indifferent times.
FortuneWest identifies classic sales performance scenarios in our Sales Strategy brochure:
They all call for timely action; but the precise narture of the action can be difficult to define without objective assistance.
There are many circumstances in which the need for an outside sales strategist is brought about by an Executive’s personal situation, as opposed to the company’s situation.
FortuneWest identifies these classic personal sales scenarios:
FortuneWest can help in circumstances when the Senior Eexcutive responsible for leadership and sales is professionally. Again, issues are best addressed quickly and head on; he or she needs to make a positive statement about how the future is going to evolve and what concrete actions are going to bring it to fruition.
For a full account of circumstances in which a Sales Strategy consultant can help you or your business, read or download the FortuneWest brochure When and why should you consult a sales strategist?