Planning your marketing campaign and developing a Sales Force are two of the first steps in evaluating your market and establishing how, where, when and who to target as potential prospects.

Business Benefits Solutions Network’s Sales and Marketing Development modules offer you comprehensive solutions from market research for new product development, developing and training a sales force, determining the size and scope of the market, discovering the most profitable targeted market segments, using technology to your advantage and designing well-organized and balanced marketing campaigns to maximize sales.

B²’s wide-ranging research and detailed analysis allows us to help your business develop sales campaigns based on a combination of client and Business Benefits Solutions Network developed data results and client defined criteria. The results are a successful and highly motivated sales team that can launch new products or expand current markets.

Research and Analysis

It’s important to understand the overall market and the sometimes unknown competitive pressures that face your business. B² can provide in-depth market research and analysis for your business, including a comparison of your products vs. competitive offerings. Business Benefits Solutions Network compares data to industry averages to ensure realistic sales goals.

The result is a clear track toward creating a realistic timeline for a sales campaign, and defining activity and metrics necessary to forecast real and achievable sales results. Once the market research and sales analysis have been completed,  Business Benefits Solutions Network will combine that data with a comprehensive market segment analysis, providing the underpinning for a revenue-generating sales canvass.

Market Segment Analysis

Business Benefits Solutions Network’s market segment analysis can reveal new or hidden trends that are vital to introducing a new product or service. B² will generate a complete analysis based on your profile of premier or high margin accounts that can sharpen targeted efforts. To further augment the plan, B² can refine these premier prospects by analyzing additional demographic data. This process provides you with clear guidelines to identify key databases the will provide high-quality leads for the sales force.

 Territory Development and Definition

Logical territory mapping is essential to the deployment of a successful sales force. Business Benefits Solutions Network defines territories based on the results of the market segment analysis and your geographic target markets. The territory mapping process includes development of territory based account density maps and prospect data converted from the territory models into a spreadsheet format. This allows for infusion into your Sales Force Automation (SFA) tool of choice for more effective targeted sales call activity and increased sales results.

Sales managers will use the account density maps to adjust or realign their resources in existing or in new geographic areas. The account density maps will represent balanced, well-defined territories, and enable your business to maximize selling by reducing turnover, lowering the costs of sales, and enhancing the speed of account conversion.

Sales Force Automation

Increased demand for speed and accuracy in capturing sales data for reporting purposes and managing customer relationships to ensure world-class customer service has made sales force automation (SFA) and customer relationship management (CRM) tools a key component to success. A well thought out and executed SFA or CRM process will have significant and far-reaching benefits.

Business Benefits Solutions Network is experienced in the design, customization, and training associated with choosing and implementing the appropriate SFA/CRM system launch. Once a system is selected and purchased, Business Benefits Solutions Network will work with your IT staff to help ensure the system architecture and reporting capabilities meet the needs and objectives of the sales program. Throughout the design process, B² will report on the progress of the installation and insure the SFA project is focused and aligned with the sales management team's objectives.

Sales Compensation Planning

To attract and maintain top-notch, motivated sales professionals, your company must keep up with current competitive trends in sales compensation plans. Business Benefits Solutions Network will help you to track sales force compensation by industry, job level and location to ensure your compensation plan structure will reward productivity while remaining economically sound for your business.

Sales Force Development and Training

Business Benefits Solutions Network’s Sales Force Development & Training Module is the cornerstone for B²'s Sales and Marketing Services. Business Benefits Solutions Network will provide your business with the means to recruit, train and deploy a sales force in the shortest possible time. The sales forces can include new and seasoned sales reps, regional managers, and even group and national sales managers as needed. The comprehensive training services give the professional sales force the tools and resources they need to professionally represent your brand, and establish the goals needed to successfully meet and exceed your expectations. The sales force is then launched in the pre-determined geographic market areas identified in the Territory Development phase. Our goal is to ensure the sales professionals on your sales force are well prepared and dedicated to delivering successful sales results.

Sales Force Development

Business Benefits Solutions Network's success is based on extensive experience in the hiring and managing of sales professionals in various competitive industries. Based on your needs, Business Benefits Solutions Network will provide your business with the resources to recruit and employ a professional and well-trained sales force. B² can provide you with the tools and resources to weed out mediocre sales people and focus on hiring only those that meet the highest standards. Once the sales rep has been qualified through criteria established with you and your sales managers, Business Benefits Solutions Network will continue the hiring process, in partnership with your staff, with in-depth interviews to ensure a perfect match. After the sales rep is hired, they will undergo extensive training processes from Business Benefits Solutions Network and/or your staff, assuring that your goals, methodologies and brand representation are strictly adhered to and allowing the reps to quickly assimilate into your industry and environment. 

Sales Training

One of Business Benefits Solutions Network’s core competencies is working with our clients to develop efficient and effective training programs that result in a well-trained and motivated sales force with clearly defined goals. At Business Benefits Solutions Network, we believe comprehensive and logical training is critical to achieving outstanding sales results. For sales training programs to be effective and successful they need to begin with materials that clearly define the structure of the sales process, outline compelling product features and benefits, get prospect buy-in, give insight on how to overcome objections, and rehearse a successful sales call.

Sales Training Materials

Whether Business Benefits Solutions Network develops the training program and materials or your staff does, Business Benefits Solutions Network has the tools and experience to deliver a successful sales training program. Once our consultants are schooled in the material, we can handle everything from the scheduling and delivering of the sales training, developing presentation skills, creating sales scripts, engaging in role-plays, and providing ongoing motivational seminars and improvement training throughout the sales canvass.

Ongoing Training

It is proven practice that after the initial launch, if your sales staff continues ongoing training and shares best practices, there is a much higher likelihood of success. An ongoing training program will have tremendous impact on the overall productivity and positive attitude of your sales representatives. Conference call sales meetings, web-based training and/or personal visits from the sales training staff are all services Business Benefits Solutions Network can schedule or provide to augment the initial training and reinforce your sales goals. With today's competitive environment it is important to realize that well trained, experienced sales reps are better connected to the campaign, enjoy greater job satisfaction, exceed sales goals and are less likely to turnover. Comprehensive product knowledge and sales strategies make our sales training process an important element in the overall formula for your success.

Sales Management Training

Effective sales force management is critical to an organization's success. Business Benefits Solutions Network’s Sales Management Training Module provides your sales managers with the expertise to manage the sales force, monitor the sales force for continuous improvement, provide incentive programs, conduct weekly or nightly conference calls, and much more.

Sale managers must continually evaluate and monitor a rep's performance throughout the sales canvass. The manager's role is critical because they are responsible for motivating, evaluating, and aiding in the development and success of the sales reps. A sales manager can recommend and encourage sales reps to increase their training, engage in role-playing, continually share best practices or even recommend promotion of reps

Another element in the Sales Management Training is sales tracking and analysis. These practices are critical to the success of every sales campaign. By understanding what is working, and what isn’t, sales managers can make critical adjustments in strategy and tactics. These results are determined by the various customized reports from your SFA or CRM.

Business Benefits Solutions Network’s Sales Management Training Module offers a wealth of performance-based processes to ensure the performance of the sales team exceed our client's goals. Some of the things a Sales Manager will learn include:

• How to analyze sales performance results
• How to develop and implement incentives to drive sales
• How to evaluate reps and managers and effecting change when required
• How to conduct timely conference calls to share best practices
• How to provide ongoing motivational tools to increase sales goals
• How to assist in the development of a reps skill-set
• When to offer ongoing training as needed

Business Benefits Solutions Network’s Sales Management processes will ensure an effective sales campaign, and provide complete tools to train, motivate and manage sales reps in order for them to stay focused on sales goals. 

Incentive Programs

To encourage the sales force to meet and exceed sales goals, Business Benefits Solutions Network can help you create contests, incentives, and other motivational tools. These can range from bonus programs, various month to month incentives, outstanding sales awards and more. Incentive programs are sometimes the key to attracting and retaining the top sales talent for your company.

Sales Administration 

Business Benefits Solutions Network’s Sales Administration Module is the one of the most valuable components of B²’s services. Business Benefits Solutions Network’s strategic partner, the Providian Resource Group handles all of the administrative duties that are associated with in-house sales forces so that no detail is overlooked. The Providian Resource Group handles all of the minutia from paying commissions to filing appropriate tax forms. In addition, the sales force becomes Providian Resource Group employees, and although you continue to manage and direct them, there are no benefits to administer — Business Benefits Solutions Network and the Providian Resource Group handle all of it. 

Marketing Program Assessment

Business Benefits Solutions Network’s Marketing Program Assessment evaluates each element of your marketing program to determine its return on investment.  From your company identity to your direct marketing to your Yellow Pages advertising program to your website content and strategy, Business Benefits Solutions Network will provide you with a realistic appraisal of what works and what doesn't. We'll show you how to measure your marketing efforts with benchmarked statistics and compare your returns against other successful campaigns. B² will show you the strong points to leverage and the weak points to shore up.  

All of these services will ensure that you have a highly motivated sales force and help you to successfully achieve outstanding sales results and exceed your sales goals. For more information on any of our services, or for more information on sales and marketing development or training, please contact us via email or call 866-853-4040