The Rudow Group Solutions

Helping technology companies maximize their direct and channel sales performance.
Direct Sales Performance

Customers are smarter, more risk averse, and their buying process is more complicated than ever. Simultaneously, many sales organizations have “drifted” away from the selling fundamentals with ever more complex sales techniques, processes, and data analytics.

This drift from selling fundamentals has left sales people unable (or unwilling) to develop and articulate the simplest of value propositions for their customers because they have stopped asking the simple question: What problem are we solving for the customer and how does that translate to business value for them?

Our Sales Excellence (SE) solution corrects the selling fundamentals drift by helping you properly define your Direct Sales roles, develop or refine the required operational execution processes and metrics, and raise the behavioral skill sets of your Direct Sales team.

Slide

Slide

Slide

Slide

Slide

Blank Role Clarity Are your Direct Sales account managers, sales reps, and sales support reps clear on their role functions and accountabilities? Is their understanding consistent with their immediate superior’s understanding and the executive team’s understanding? Too often, valuable time and money are wasted on process and training projects that map to a disconnected, inaccurate or ineffective perception of role accountabilities. In our experience, this is almost always the place to start for a successful path towards sales excellence. Process Do your operational processes, tools and organization structure support both the organizational goals and the functional realities of your Direct Sales role accountabilities? Too often sales organization’s operational processes, tools and organization structure are designed and implemented by resources who haven’t ever “carried a bag” and don’t have a full appreciation for the nuances and complexities of complex account and opportunity management. The end result is a set of processes that are only loosely followed, a set of tools that are rarely used, and an organization structure that breeds inefficiency. Sales excellence requires an honest and holistic review of the direct sales organization’s processes, tools and organization structure. Skills Growth Are your account managers and sales reps growing their respective businesses year over year? Are they increasing market share in their territories and increasing your solution footprint in their accounts, while at the same time growing customer renewals and loyalty? Are your pre-sales and technical resources helping uncover what really matters to the customer, building compelling value propositions and conveying your solution’s business value, while at the same time helping the Sales resources understand and navigate the political and competitive landscape of the customer? Sales excellence means shifting your Sales resource skills from one-and-done opportunity management to business-minded franchise owners, and from “demo-dollys” to business value architects who operate as competitive weapons. Facilitated Deal Coaching Are your sales resources starving for some professional deal coaching? Do they need a critical, but third-party perspective on how to advance their more challenging and competitive opportunities? Achieving sales excellence is a journey which often needs to include some tactical, third-party assistance to keep the deals moving forward and the sales resources motivated. Team Motivation Is your team suffering from sales operations fatigue? Do they need a boost in morale, a vision of success to strive for, or some encouragement from someone who knows just how tough competitive direct selling can be? Every sales excellence journey requires some level of outside team motivation to keep everyone excited and heading in the right direction.
Thru Channel Performance

Driving revenue directly or indirectly through a partner channel is hard. Whether your channel strategy includes resellers, system integrators, ISVs, distributors or any combination, effectively “managing” that channel requires operational execution excellence and a motivated team.

Traditional sales operations do not easily “transfer” into channel management operations, and traditional sales people are rarely effective as Thru Channel resources. As a result, careful planning, hiring and execution is required.

Our Channel Management Excellence (CME) solution includes helping you properly define your Thru Channel roles, develop or refine the required operational execution processes and metrics, raise the behavioral skill sets of your Thru Channel team, and develop the selling skills of resell partners.

Slide

Slide

Slide

Slide

Slide

Slide

Blank Role Clarity Are your Thru-Channel resources – those responsible for driving revenue through a partner portfolio – clear on their role functions and accountabilities? Is their consistency in role understanding both deep and wide in the organization? Too often, valuable time and money are wasted on process and training projects that map to a disconnected, inaccurate or ineffective perception of role accountabilities. In our experience, this is almost always the place to start for a successful path towards channel management excellence. Process Do your operational processes, tools and organization structure support both the organizational goals and the functional realities of your Thru-Channel role accountabilities? Too often channel organization’s operational processes, tools and organization structure are designed and implemented by resources who don’t have a full appreciation for the nuances and complexities of the channel management role. The end result is a set of processes that are only loosely followed, a set of tools that are rarely used, and an organization structure that breeds inefficiency. Channel management excellence requires an honest and holistic review of the channel’s processes, tools and organization structure. Skills Growth Are your Thru-Channel resources growing their respective channel businesses? Are they increasing mindshare and wallet-share in their portfolio while at the same time growing total revenues? Channel management excellence means shifting your Thru-Channel resource skills from account management and forecast collection to business development and growth advisor. Partner Skills Growth Are your partners selling and managing their own sales organization as effectively as they should? Is their pipeline coverage growing, their win rate rising, and their forecast accuracy improving? Are your Thru-Channel resources equipped to coach and mentor their partner sales people to higher performance? Channel management excellence requires that Thru-Channel resources drive and coach partner sales organizations to the next level of performance. Team Motivation Is your team suffering from channel fatigue? Do they need a boost in morale, a vision of success to strive for, or some encouragement from someone who knows just how tough channel management can be? Every channel management excellence journey requires some level of outside team motivation to keep everyone excited and heading in the right direction. Facilitated Partnership Planning Does your team need some third-party assistance on your largest or most complex or most challenging partner accounts? Channel Management Excellence requires that Thru-Channel resources know when to call in a third-party resource to help both vendor and partner arrive at a more effective business plan.
Sales Leadership Performance

Sales leaders today are simply overwhelmed with data and tasks. The proliferation of CRM systems and Big Data Analytics has fundamentally – and unintentionally – changed the sales leader role from one of sales coach and performance enabler to reporting junkie and data manipulator.

Many senior sales executives have inadvertently shifted their leadership accountability from revenue production and growth to revenue production analytics including every detail on every deal; they have effectively introduced micro-management in the highly complex, nuanced world of sales.

Our Sales Leadership Excellence (SLE) solution redirects sales leader accountability back to sales coach and performance enabler by helping you properly define your Sales Leadership roles (direct and channel), develop or refine the required operational execution processes and metrics, and raise the behavioral skill sets of your Sales Leaders.

Slide

Slide

Slide

Slide

Blank Learn More Role Clarity Are your Sales Leaders clear on their role functions and accountabilities? Is their understanding consistent with their immediate superior’s understanding and the executive team’s understanding? Too often, valuable time and money resources are wasted on process and training projects that map to a disconnected, inaccurate or ineffective perception of role accountabilities. In our experience, this is almost always the place to start for a successful path towards leadership excellence. Learn More Process Do your operational processes, tools and organization structure support both the organizational goals and the functional realities of your leadership role accountabilities? Too often sales organization’s operational processes, tools and organization structure are designed and implemented by resources who haven’t ever managed sales people and don’t have a full appreciation for the nuances and complexities of complex account and opportunity management. The end result is a set of processes that are only loosely followed, a set of tools that are rarely used, and an organization structure that breeds inefficiency. Leadership excellence requires an honest and holistic review of the organization’s leadership processes, tools and organization structure. Skills Growth Are your Sales Leader resources developing highly productive and consistent revenue producing teams? Are they recruiting, hiring, and developing skilled sales and sales support resources, while at the same time removing roadblocks and helping advance key opportunities? Sales excellence means shifting your Sales Leader resource skills from forecast disciplinarians and report analyzers to exponential growth team builders and coaches. Team Motivation Is your team suffering from leadership fatigue? Do they need a boost in morale, a vision of success to strive for, or some encouragement from someone who knows just how tough managing a sales team can be? Every leadership excellence journey requires some level of outside team motivation to keep everyone excited and heading in the right direction.