The Silicon Review
Historically, SMBs haven’t possessed the resources to invest in full-time sales leaders. In small- and medium-sized businesses, the presidents, owners, or CEOs are often responsible for managing day-to-day sales operations. Most of these individuals may possess fantastic leadership skills, but they may lack specific experience in sales leadership.
Sales leadership is integral to building successful sales models. Business owners will require a team of sales leaders whom they can trust, especially operating in multiple locations. When your leadership is weak, your sales quotas take a hit.
What if business owners could focus their attention on other aspects of their business by letting a seasoned sales expert lead their sales team? What if business owners could get the skillset of a higher level of professionalism than they would typically attract to their small or mid-sized business?
All of this is possible without hiring a new full-time sales manager or VP of sales. The solution is to outsource a sales leader to lead your sales efforts at a fraction of the cost. Sometimes called fractional sales leadership, outsourcing sales leadership is an excellent opportunity for many companies.
When scalability, speed, and focus are essential, outsourcing sales leadership is a proven way for companies to quickly and effectively drive revenue. Sales leadership outsourcing enables companies to leverage untapped opportunities by leveraging skilled sales leaders and other experts. Working with forward-thinking partners and experts also allows organizations to take advantage of the latest outsourcing trends such as increased cyber security measures, using predictive models to gain market share, improving cost efficiencies, developing short- and long-term digital transformation strategies, and partnering with companies that share the same social values.
Sales Xceleration is the pioneer in outsourced sales leadership that help companies build a path to more sales. Sales Xceleration provides business owners with an experienced outsourced sales consultant to drive sales growth. If you choose to work with Sales Xceleration, one of their local consultants will help your business build a sales engine and create record-breaking growth. Sales Xceleration offers the Sales Leadership Training through their Certified Sales Leader certification and designation program. It also has the relevant sales leadership experience and sales role focused recruiting agency Amplify Sales Recruiting to help you hire the correct type of salespeople for your organization.
Following excerpts are taken from the conversation with Mark Thacker, Co-founder & President of Sales Xceleration, and Chad Meyer, Co-founder and Executive Vice President of Sales Xceleration
Q. What was the motivation behind starting Sales Xceleration?
Our goal was twofold. First, we wanted to help small to mid-sized business owners whose businesses were struggling with sales. Many companies are at risk of folding because they don’t know how to build the necessary sales infrastructure to sustain and grow a successful business. Second, we wanted to help the corporate VP of Sales gain home/life balance into their lives and provide them a vehicle to utilize their experience and give back to their communities.
Q. Can you explain about your services in brief?
We help businesses create record-breaking sales by creating a sales plan, finding their best customers, and growing their bottom line. We do the work for them and put the right processes, tools, and team members together to deliver ongoing sales growth.
Q. Specialized consulting services come with an expensive price tag. How do you maintain your affordability and profitability?
It is simple. Clients can hire an experienced and proven sales leader at a fraction of the cost. They save on hiring costs, benefits, salary, etc. Fractional services are one of the fastest-rising service models today because of the value companies gain from them.
Q. How do you create a purposeful and consistently executed sales process?
You must first identify the steps necessary to move a prospect to a closed customer. It would be best to ensure that the sales process is consistent with a customer’s buying process – it is crucial to selling the way someone wants to buy. The sales process needs to be in writing, detailed in your CRM (Customer Relationship Management), and consistently followed by the sales team and organization. And last, you need to align individual sales rep goals and compensation with the corporate goals.
Q. How do you market your services?
It is primarily a referral business. We also do traditional marketing such as SEO, content creation through articles and blogs, paid ads, partner company conference sponsorships, and speaking opportunities.
Q. Expertise is the first and most significant advantage of the right consultant. How do you source the right talents to maintain the quality of your services?
We typically run LinkedIn ads in the locations where we want to add advisors and consultants. Last year we had over 18,000 applicants to join Sales Xceleration. We select less than one-third of 1% of all applicants. Each successful applicant goes through a series of steps that include talking with 3-4 people, webinars, assessments, and extensive background checks before hiring them at Sales Xceleration.
Q. Do you have any new services ready to be launched?
We have launched our very own sales recruiting company called Amplify Sales Recruiting. What sets our recruiting model apart from others is that you get a researcher, recruiter, and then a sales leader involved in the hiring process for sales team members for the clients’ businesses.
Q. What does the future hold for your company and its customers? Are exciting things on the way?
There are so many great things that we are working on to support our advisors and their clients. Over the next few years, our key focus is to leverage technology in our sale tools and services delivery process.
The people behind Sales Xceleration’s pioneering effort in outsourced sales leadership
Mark Thacker is the Co-founder and CEO of Sales Xceleration and Amplify Sales Recruiting. He has spent 30+ years leading sales organizations. He is a bestselling author of both Hope Realized and Beyond The Mountaintop and is a leader of his church.
Chad Meyer is the Co-founder and Executive Vice President of Sales Xceleration. He has spent his entire career helping sales organizations realize their revenue potential. He is dedicated to volunteering in his community and is very involved in his church.