The Rudow Group SolutionsHelping 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.
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.
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.