It is never just one thing when sales needs a tune-up.
People who fail to realize this will use training as a catchall for what are frequently Strategy problems, Structure and Design problems, or just as often Sales Management problems.
Don't get me wrong, it actually just might be a problem that Sales Training can fix. Just don't count on it.
BD professionals are concerned primarily with Individual performance, although in cases where they develop relationships, alliances, and a wide range of partnerships, their impact is very strategic.
We facilitate process design changes and newer approaches for targeting value at segments that matter. In addition we affect eco-system design and development that builds market strength.
The leader of direct sales people is in reality a Front Line Sales Manager (FLSM), although in many organizations takes the title of VP Sales. The FLSM has immediate responsibility for Growing, Coaching, Holding Accountable, Recruiting, and Motivating the sales team. In most cases they we're promoted from top sale rep to leader of the pack with little to no preparation and training.
The problems that result can affect the entire company. Outright replacement is very expensive, and our Offer is to Coach and Develop them in to better Sales Managers.
Most of the problems sales organizations develop are the result of a failure to adapt the Strategy to a rapidly changing environment. This causes problems of Leadership, Strategy, Organizational Design, and Sales Management that severely limit options, and damage the equity value of the company.
We provide Consulting to Senior Executives and Business Owners on adaptive strategies and preparation for /change.