Pete's View – Different View, Better Results

The Business Problem: lack of a cohesive, aligned and powerful strategy to drive and then increase cash flow to grow the value of the business for the shareholders.

The Solution: Performa Business Development assisting business owners in seeing their business from a different view- a companywide, sales focused view leading to better results.

Client Characteristics – we work with:

• Business owners (Presidents, CEO’s) and their senior managers,
• Businesses with annual revenue between $5 million and $50 million,
• 20 to over 100 employees.

Owners:

• 35 to 55 years old,
• Actively engaged in the business,
• Desire more support, performance and results from their team,
• Have proven business successes,
• Are open to new ideas and broader perspectives,
• See themselves as continuous learners,
• Understand the importance of having a sales driven organization,
• Have a direct sales force or work with a selected external sales organization,
• Want and need to grow themselves and their businesses to the next level.

 Industries:

• Manufacturing and fabrication, including packaging and printing
• Business Services & Distribution/Logistics
• Professional Services, i.e., accounting, law
• Technology
• Business to Business (B2B)

 Performa works alongside its clients in the following areas:

Sales Focused Organizational Strategy

• We review and/or assist in development of Mission/Purpose, Vision, Values and Stakeholder needs.
• We use the Bridge To Success model for development of an aligned interdepartmental strategy, which identifies Strategic Areas (such as marketing, sales, human resources, operations, production, logistics, finance, professional development, process improvement), specific Key Initiatives and Performance Expectations, with Sales and Marketing as the foundational core strategy.
• We guide the client’s development of an aligned annual Business Plan including pro-forma P&L and Cash Management Plan.

Marketing and Sales Plan Development

• We assist in the development of M&S Plans that drive the overall Business Plan and focus the organization on customer acquisition and retention, and increase brand value and market awareness.
• Our tenet is that all Marketing and Sales initiatives (such as advertising, social media, sales training) must show a Return on Investment (ROI) for the company.

Sales Conversation Training

• We deliver In-depth training for sales teams which includes basic skill development and more advanced approaches for large accounts with more complex sales.
• The training is customized and aligned with the goals defined in the client company’s Business Plan.

Sales Team Development

• We provide the tools and coaching for the development of a Recruiting, Interviewing and Hiring Process that is more predictable and controllable in order to reduce sales employee turnover and maximize the ROI of human capital.
• We provide the tools for the development of meaningful and realistic Performance Expectations and Reviews aligned with the Business Plan, Marketing Plan and Sales Plan.