Our Process

We utilize a flexible process of Engagement, Assessment, Recommendations, Implementation and Measurement of Results.

Engagement – meet with your management team to get a very clear understanding of the vision, goals and expectations of your sales and marketing organizations. Also, to understand the perceptions of the current gaps in performance and opportunities for improvements.
Assessment – (typically 2-3 weeks)
- Interview key stakeholders – sales team members, channel partners, customers (current and potential as possible)
- Review available data – sales reports, product mix, customer concentration, sales funnel metrics, market share
- Review financial data – expenses ratios, profit margins, profitability by account
- Review business processes and tools – is there a business tracking system in place and effective, do you have the ability to assess where sales people are spending their time, is there a strategic account program in place.
- Review sales compensation plan – does it align with business objectives, is it effective in driving results?
- Overall evaluation – Do your customers value the service being provided by your sales organization?
Recommendations – we review the information gathered during the assessment process and will generate a recommendation report looking for areas where we can make the largest immediate impact on improving your “Sales Force Effectiveness” as measured by:
- Accelerated revenue growth
- Improved profit margins
- Reduced sales and marketing expenses as a percent of revenue
Implementation – at this stage we work with your management team to determine the implementation plan. When plan is agreed upon, project timeline, action plans etc will be developed and monitored till project is completed.
Measurement of Results – No project is complete until we can measure the results. Are we seeing the productivity gains we forecasted, if not what corrections are required? We will work with you to make sure the metrics are in place and tracked.

Earle Durham & Associates

Our Process

Engagement – meet with your management team to get a very clear understanding of the vision, goals and expectations of your sales and marketing organizations. Also, to understand the perceptions of the current gaps in performance and opportunities for improvements.

Assessment – (typically 2-3 weeks)

Recommendations – we review the information gathered during the assessment process and will generate a recommendation report looking for areas where we can make the largest immediate impact on improving your “Sales Force Effectiveness” as measured by:

Implementation – at this stage we work with your management team to determine the implementation plan. When plan is agreed upon, project timeline, action plans etc will be developed and monitored till project is completed.

Measurement of Results – No project is complete until we can measure the results. Are we seeing the productivity gains we forecasted, if not what corrections are required? We will work with you to make sure the metrics are in place and tracked.