A Sales Consulting Company’s Perspective
When people think of traditional consulting firms, the image that often comes to mind is a room full of slick, suit-wearing professionals offering advice and then walking away.
While giving advice is undoubtedly part of what consulting firms do, there’s much more happening behind the scenes. From developing customized strategies, driving implementation, training teams, and tracking performance, consulting firms engage in hands-on activities that lead to tangible business growth. They dive deep into your business, roll up their sleeves, and get involved in the nitty-gritty to ensure real change happens.
The ultimate consulting firm partner is one that views itself as an extension of your existing team and infrastructure, and they shouldn’t be afraid to tell you like it is. You just have to be willing to ask for guidance, be open to feedback, and take the recommended next steps toward growth when it makes sense.
Keep reading if you’re curious about what a consulting firm does (besides giving advice).
Why Hire a Consulting Firm?
Hiring a consulting firm means more than just getting a few tips and tricks — most employ professional consultants to bring in a fresh perspective and specialized expertise that can make a significant difference in your business. Here are some common reasons why companies turn to consultants:
- Unbiased External Perspective: Sometimes, being too close to the problem can make it hard to see the bigger picture. That’s where consultants come in. Consultants provide an outsider’s view, spotting opportunities and challenges that might have been overlooked. They’re not bogged down by internal politics or legacy thinking — they’re all about what will work best for your business.
- Expertise and Specialized Knowledge: Let’s face it…No one’s an expert at everything. Bringing in a consultant means tapping into a well of specialized knowledge that your team may lack. Whether it’s understanding complex market dynamics, leveraging the latest sales techniques, or navigating digital transformations, consultants bring a depth of knowledge that can elevate your strategies throughout the organization (no matter how large or small your company is).
- Accelerated Problem Solving: Time is money, right? Consultants are masters at quickly diagnosing problems and putting actionable solutions on the table. They’ve seen it all before, meaning they can cut through the noise and get to the heart of the issue quickly. Instead of months of trial and error, you get a clear path forward in weeks or even days.
What Do Consultants Do?
If you think consultants just stroll in, give a few speeches, and leave you with generic recommendations, think again. Here’s a high-level look at the work consultants typically do.
But it doesn’t stop there. Consultants often act as a catalyst for change within organizations. They help break down silos, foster collaboration, and encourage innovation. They’re the push that gets teams moving in the right direction and keeps them on track.
How Sales Consulting Offers a More Focused Approach
What is sales consulting, and how does it work?
Sales consulting is a niche that dives deep into the sales function of a business, providing focused expertise that drives revenue growth, reduces sales hiring churn, and improves sales success. Sales consultants get into the weeds of your sales process and help turn it into a well-oiled revenue-generating machine.
- Tailored Sales Strategies: A sales consultant’s bread and butter. They’re not interested in cookie-cutter solutions. Instead, they develop strategies specifically designed for your company’s needs, target market, and competitive landscape. This means you get a unique plan that works in the real world.
- Pipeline Optimization: Think of your sales pipeline as the engine of your business. Sales consultants are the mechanics who fine-tune that engine to get things running smoothly. They look at everything from lead generation to deal closure to identify bottlenecks and inefficiencies that might cost you sales.
- Sales Hiring: Finding the right salespeople can be a game-changer. Our proprietary sales hiring training program, Metahire, is designed to help companies identify and onboard top talent effectively. By refining the hiring process and using proven methodologies, sales consultants ensure that your team is competent and a great cultural fit.
- Sales Enablement Tools: Equipping your sales team with the right sales enablement tools can significantly enhance productivity and effectiveness. Sales consultants help integrate and optimize CRM systems, teach you how to leverage AI for smarter decision-making, and develop compelling sales collateral like decks and one-sheeters. This comprehensive approach ensures that your sales team has everything they need to engage with prospects effectively and close deals faster.
- Sales Assessments: Whether assessing potential hires or evaluating your current team, sales assessments provide valuable insights. Sales consultants will help you implement pre-hire assessments to ensure candidates have the necessary skills to fulfill the duties of their roles. They’ll also introduce post-hire assessments to evaluate team performance and identify areas for improvement. These assessments* help leaders make data-driven decisions to build stronger, more capable teams.
- Sales Leadership: Leading a sales team isn’t just about hitting numbers; it’s about fostering a culture of growth and development. Sales consultants work with leaders and business owners to improve their leadership skills, helping them to motivate their teams, manage performance effectively, and drive better sales outcomes. By focusing on leadership, consultants ensure that the impact of their strategies is sustainable and long-lasting.
- Performance Tracking and Adjustments: Here’s where the magic really happens. Sales consultants don’t just set a strategy and walk away. They continuously monitor performance metrics and tweak strategies to ensure optimal outcomes. It’s like having a coach who’s always there, helping you stay on top of your game and adapt to any curveballs that come your way.
*Get a sample sales evaluation for your team right here.
Real-World Impact of Sales Consulting
Still not convinced? Let’s take a look at a real-world example. Imagine a company struggling with declining sales and poor lead conversion rates. They decide to bring in a sales consulting firm to turn things around. Here’s what happens:
- Analysis: The consultants conduct a deep dive into the company’s sales process, identifying key areas where things fall apart. This comes through structured sales assessments that define strengths and weaknesses across individuals and teams.
- Strategy Development: Based on their findings, the consultants develop a targeted sales strategy focused on generating high-value leads through personalized outreach, follow-up, and relationship-building.
- Training: They run workshops to upskill the sales team, focusing on everything from active listening to closing techniques. Whether through role practices, group sessions, or private 1-1 training, the goal is to set everyone up for success in their respective roles.
- Pipeline and Process Optimization: The consultants work with the sales team to streamline the sales pipeline, removing unnecessary steps and improving efficiency. They work to find areas for improvement in the outreach, prospecting, follow-up, and customer relationship management processes.
- Continuous Improvement: They don’t stop there. The consultants continue to monitor performance, adjusting as needed to keep things moving in the right direction.
The result? Within six months, the company sees a 30% increase in sales and a 50% improvement in lead conversion rates, wasting less time and closing more deals. That’s the kind of impact sales consulting can have — real, measurable results that make a difference to the bottom line.
See our sales consulting case studies for more real-world examples of how a sales consulting firm can impact your business.
What Does a Consulting Firm Do Besides Give Advice?
Consulting firms are more than just advice-givers. They’re strategists, implementers, trainers, and performance monitors all rolled into one. They bring a wealth of expertise, provide hands-on support, and help businesses navigate the complex challenges of today’s market. So, if you’re considering working with a consulting firm, remember that their role goes far beyond just talking or lending you some advice. They’re here to drive results and make a real impact.
Ready to see how a sales consulting firm can help your business grow? Reach out today to find out how we can provide actionable strategies and support to drive your success.
FAQ
1. What does a consulting firm do besides give advice?
Consulting firms do much more than just give advice. They develop customized strategies, support implementation, provide training, monitor performance, and optimize processes to ensure sustainable business growth.
2. How can a consulting firm help with sales hiring?
A consulting firm can assist with sales hiring by using specialized programs, like Metahire, to identify and onboard top talent. They refine the hiring process to ensure that the right candidates are chosen, contributing to a stronger and more effective sales team.
3. What are sales assessments, and why are they important?
Sales assessments are tools used to evaluate potential hires before they join and to assess the performance of current sales team members. Sales consulting firms use these assessments to help identify strengths, weaknesses, and areas for improvement, enabling leaders to make informed decisions and build high-performing teams.
4. How do sales consultants improve sales leadership?
Sales consultants help improve sales leadership by providing guidance and training to leaders and business owners. They focus on developing leadership skills that motivate teams, manage performance effectively, and drive better sales outcomes.
5. What role do sales enablement tools play in a sales consulting engagement?
Sales enablement tools, including CRM systems, AI integration, and sales collateral like pitch decks or case studies, play a crucial role in enhancing the productivity and effectiveness of a sales team. Consultants help implement and optimize these tools to ensure the team has everything they need to engage prospects and close deals efficiently.
6. Why should businesses consider hiring a consulting firm?
Businesses should consider hiring a consulting firm to gain an external perspective, access specialized expertise, and accelerate problem-solving. Consulting firms help identify new opportunities, streamline operations, and implement effective strategies to achieve long-term success.
7. How do consultants ensure that their strategies are effective?
Consultants ensure their strategies are effective by continuously monitoring performance metrics and making necessary adjustments. They provide ongoing support to help businesses adapt to changes, optimize processes, and achieve their desired outcomes.
