Sales Performance Engagements

Sales training is the problem we are solving:

Sales training is focused on teaching the universal concepts within sales, but reps - managers - and companies still have the responsibility to apply them before they reap the rewards.

Because of that, we frequently hear that our clients face significant challenges with sales training:

• sales rep comprehension, as classroom style learning is not for everyone
  
  
• only temporary sales increases, as knowledge that isn't re-enforced gets lost in 90 days
  
  
• sales management not having time to implement the best practices
  
  
• outdated best practices, due to the same generic information being recycled for years
  
  
• expensive & tough-to-justify, with so much of the responsibility to generate ROI being one more job to do

SellWell's mission to improve quality-of-life for all sales people can't be achieved without delivering better value than sales training:

Our engagements build sales performance frameworks which are modular, permanent, turn-key, & done right the first time. So you simply reap the benefits of enabling your sales team without an extra job to do.

Our coaching programs that take the burden of elite call coaching off of your management team, improving the quantity - quality - & impact of your coaching. Call coaching software is required, we can either use your internal platform or provide ours.

Our fractional CSO roles speed companies through the critical & time-consuming process of hiring a full-time executive-level sales leader, delivering that level of leadership & impact immediately as well as helping to eventually transition in a full-time leader when the time is right.

Our sales enablement platform provides a permanent base of sales enablement operations to serve up the right coaching, training, & content at the right times.

Absolutely not.

We work as an extension of the sales leadership team, focusing on the important aspects of sales performance that typically suffer due to sales leadership being pulled in too many different directions.

Most organizations have talked about building a sales playbook but fail to deliver one.

Most organizations claim to do coaching but their staff feels under-coached or that their coaching is ineffective.

Most organizations set up sales technology to the bare minimum standards to use it and then go back to selling.

We unlock the time of sales leadership, and the effectiveness of the sales team - with the goal of building structures that permanently increase performance, and then ensuring your sales leaders have everything they need to operate it.

All industries, and all levels of sales staff.

The sales best practices we focus on are universal, we combine those with your tribal (industry, company) knowledge to create bespoke sales performance frameworks.

As an example, it doesn't matter whether you're selling software, battleships, toilet paper, a cooking service, or anything else... everything being sold has universal knowledge such as:

• Ideal Client Profile (ICP)
• Unique Value Proposition (UVP)
• Sales Process, complete with stages, objectives, and tollgates
• Product knowledge that can be simplified
• Tedious administrative activities that can be streamlined or automated

& countless more opportunities to enable sales by unifying, simplifying, and helping to apply this universal sales knowledge.

The specific answer depends on the engagement we're delivering, but across all of our offerings the answer is the same... minimal time required on your part.

The value we bring is having these critical components done right, on time, and without you having another job to do. For an engagement this could look like just a brain-dump of product knowledge, or a needs assessment survey sent to the team, which gives us everything we need to build the final product for you.

We're a remote-first company that delivers our products and services remotely. There are 14 inside sales reps being hired for every 1 outside sales rep, which is an undeniable indicator that remote sales / inside sales is where the entire profession is headed -- so we specialize in that space & practice what we preach.

We can work as closely with or as insulated from your team as you wish. Some of our offerings, like Sales Playbook or Tech Stack Optimization engagements can be done completely disconnected from your team. Some of our offerings, like Performance Management engagements or Sales Coaching retainers absolutely must be done in connection with your team.

Despite being remote, we pride ourselves on delivering permanent value with everything we do. We build sales performance frameworks complete with documented process and practical tools that stick around with the company long after our engagement has finished. We ensure everyone who needs it is trained on it's use, building those training materials to be on-demand for future employees.

All levels of sales staff.

We ensure to cater the resources & tools to the appropriate challenges and skill sets associated with every level:

• Sales individual contributors will benefit most from sales concepts, planners, calculators, or other tools to help them put more money on their own board.
  
  
• Sales management & directors will benefit most from "coach-the-coaches" style material that will help them move from peer to leader and copy their own skillset onto their diverse team.
  
  
• Sales VP's & executives will benefit from high-level custom advisory sessions, overarching frameworks, process methodologies, and resources that will empower their management team.

We strongly believe that if we're not able to show a 10X ROI on every dollar spent with us within a year of delivery, we don't deserve your business. The beautiful part about sales is everything we do is measurable because everyone has a goal & their performance to that goal. Behind that attainment % is a horde of other numbers we use to quantify our value and your return on investment, such as Pipeline Velocity:

Pipeline Velocity = (Win %  X  # Active Opps  X  Avg. Deal Size $)  /  Sales Cycle in Days #

Because of the nature of what we do, we recommend splitting your view of ROI into 2 categories: hard efficiencies & soft gains.

Hard efficiencies are the things that we can touch, feel, see, and as a result we can undeniably measure their impact within 90 days.

Example:
START -

• 5 reps on a team
• 70% QAT
• 60% of each day spent on admin

FINISH -

• 5 reps
• 95% QAT
• 20% daily administration

IMPACT -
Based on a $20,000 MRR / month goal, we’ve:

• Enabled an extra $5k MRR / month
• Saved 16 hours per day of team selling time (13.3 days / month)

At $26/hr ($50k salary)
X
320 hrs saved (16 hours X 20 selling days)
=
We've saved $8360 saved / month.

Now the team, in addition to hitting targets, actually has time for training & cultural activities without affecting goal.

This is what we mean by driving both performance & wellness.

ROI -

• $13,860 hard efficiencies per month gained
• $41,580 gained in first quarter vs. $30,000 spent in first quarter
• $41,580 gained in second quarter vs. $0 spent in 2nd quarter
• etc.

This is what we mean by driving permanent performance improvements.

Soft gains are the things that we can measure today, but will benefit you over time, so it's necessary to forecast that positive impact over time based on the real-world gains made early on.

IMPACT - $13,360 efficiency gained, $5000 of which is MRR increase, $8,360 of which is salary efficiency.

WATERFALL - $5,000 MRR / month 

= $390k in Year 1

= $1.95M Valuation increase at a 5X multiple

Looking at your MRR as a waterfall and multiplying by your valuation are table stakes for understanding the critical long term impact that establishing a high-performing sales team has on your business.

We are technology agnostic - our goal is delivering our clients the best value possible by helping them cut through the noise of an overwhelming sales technology landscape.

This means we're either using the technologies they've already selected, or we're being asked for unbiased recommendations on which software will provide the most value at the lowest cost. These technologies can be CRMs, Marketing Automation Platforms, Sales Acceleration Platforms, Tools for Video - Proposals - Signatures - Content - Dialling - Email, or many others.