A high-performance sales consultant is one who develops strategies to be applied to the market in order to positively affect the buying and selling process, making it easier and more evident for both the client and the company.
The benefits that a person in this area can bring to a company are numerous, ranging from saving the manager’s time, motivating the team to optimize your sales process.
As we mentioned here on the blog, none of this happens by chance or without process. For the results to appear, 3 distinct steps need to be built, one at a time:
That order seems to be pretty obvious, right? But be aware that each of the steps can unfold into steps (we’ll list 7 of these steps here) that can if done in a logical sequence (not so obvious this time), turn you into a high-performance sales consultant and generate even more killer results for your process.
And who wins with it?
Everyone! After all, the consumer gains in service quality, the company gains in results, and the high-performance sales consultant is recognized as the company’s rainmaker.
Browse the content
- Conclusion – Become a high-performance sales consultant today!
Step 1: Immersion in the current process
Before making any kind of change to any kind of process, it is necessary to first know what is going on.
For this it is vital that the high performance sales consultant maps all the existing points and understands how the current process (or lack thereof) is running.
Does the company already have commercial indicators? Is there already some kind of sales technique being used? Have the functions already been well segmented so that you can have control of what is happening in the process? Is there anyone unmotivated in the current team? Is this the fault of the company’s culture, the company’s commission structure or what?
These are just a few of the many questions that need to be answered during this phase.
As with all the following steps, and even to stay alive in the market, the important thing here is that the high-performance sales consultant is an up-to-date and experienced person (or at least with a lot of common sense and an analytical profile strong), so that when you give your final opinion, you don’t make a bad mistake.
After all, everything else will be shaped by what was found in this step.
Step 2: Business Intelligence
Before getting into the construction or structuring part itself, nothing is more important first than monitoring the market situation.
We need to make sure that what was found in the immersion step is in line with the market.
Who are the competitors? How do they act? What are your strengths and weaknesses? Who are the market pioneers? Which path are they following?
And most importantly: How will this information give me insights to improve the current team?
The hidden customer, despite being frowned upon by some, plays a key role in this search for information.
Imagine that you are a company that sells some kind of durable good. A car, for example. What prevents you from buying a competitor’s car to assess its strengths and weaknesses and thus be able to adjust to the market?
The same goes for the other one at the table, you can be sure!
So if you’re a company that sells SaaS, service or anything else (unless you’re patent-protected or have a closely guarded industrial secret – do you know the Coca Cola formula?), there’s no doubt that your competitors will use all legal means to analyze your company.
Step 3: Pillars of Sales
After the diagnostic phase, this is the foundation that helps keep any sales process running smoothly. And for that reason, it’s a vital activity performed by a high-performance sales consultant.
The pillars are basically composed of four major points, which support your entire process: Buyer Personas, Buying Journey , Qualification Matrix and Sales Funnel .
Defining them correctly makes it much easier to understand how to manage process gaps and maximize customer value.
Step 4: Sales Techniques
With a process running well, it’s time to start moving away from feeling and moving towards technique, as this is the only way to guarantee predictable and scalable results.
Therefore, every high-performance sales consultant must be able to sell with technique so that it can be passed on to the team being coached.
They must be able to implement the best sales frameworks such as GPCT , SPIN Selling , Agile Selling and Challenger Selling and teach NLP techniques, prospecting techniques, qualification, follow up and closing.
Step 5: Hire slowly and fire quickly
After you have gone through both the sales pillars and the sales techniques, you should have the ability to understand which team members have good coachability and are adapting well to the new process and which are those who are complacent or unable to change their way of thinking and who are still stuck in old sales techniques.
As each scenario is different, it is worth evaluating carefully whether this behavior is the result of the sales consultant’s lack of preparation to structure such processes, train and engage the team; or if there are some members of the team that are not adapting well to the new reality, or because they are accommodated or because they have other goals.
Regardless of the case, the premise that must always be followed, after an in-depth analysis of the team, is as follows:
“Fire off quickly and hire slowly.”
It doesn’t matter whose fault it is, but as Gilberto Lima, Mr. Incredible’s boss, said:
“A company or a team is like a clock, and each individual has its own gears and mechanisms. If a single part fails, everything else is compromised.”
Well, you can understand the logic, right?
Step 6: Becoming LEAN
Now that you have a round process in hand, it’s time to keep improving it even further.
Thus, a high performance sales consultant must also be able to analyze and understand whether what was implemented is working or not, and how to control the various indicators that are present in the process.
For this, it is necessary that some continuous improvement practices are applied, such as Kaizen, PDCA and LEAN .
In addition to ensuring that the process becomes stable and under control, such practices will help your company reduce waste (especially time in ineffective processes).
Step 7: Team Culture
Finally, a key point in any company: culture!
This is a very complicated point to be worked out and it does not guarantee, by itself, that the results will come. That’s exactly why we talk about the previous 6 steps. On the other hand, a “crooked” culture can bring very bad results.
Still, a strong culture , such as that of total meritocracy established by Jorge Paulo Lemann at Ambev, contributes a lot to the success of an enterprise.
Another interesting example is the case of Salesloft.
They grew over 2000% in one year! An absurd value, isn’t it? And all this growth was based on a winning culture.
Conclusion – Become a high performance sales consultant today!
If you made it this far, it’s because, at the very least, you have the willpower and had nothing else to do.
Or it could also be because you really liked the text and believe it could be useful for your life (I really hope that’s the case for you! :).
Anyway, I hope that the importance of the role of a high-performance sales consultant within a company has become clear and how, with a well-structured methodology, it can bring extremely expressive results for those who hired them.
In addition, if you still have any questions about the functions performed by a high performance sales consultant or if you would like to discuss the matter a little further, please leave a message below or contact our team of consultants .
Ps.: If you really liked the text and believe it can help