THE #1 SALES
CHALLENGE FOR CEOs
"What's wrong with sales?"
Over 70% of CEOs ask this question. Why can't they get the predictability out of the sales organization like they can from their other business units? Why do only a small percentage of salespeople consistently meet quota?
The Collier Group knows the reasons why and fixes them - once and for all. Our Sales Talent Management Process helps our clients restructure the makeup of their sales force, without adding headcount, to increase the number of top performers by 75%.
The results. Predictable financial performance and an average 28% increase in new revenue over 3-years.
"We keep increasing our investment in sales training and enablement but it hasn't moved the needle. Even though we replace the bottom 20% every year, it is always the same reps at the top, and the middle doesn't improve."
CEO
SaaS Company
"We had to get reps hired to fill territories, replace turnover,
and meet hiring deadlines. We didn't have the time to find the right people, so we took the best of the worst.
Bad breath was better than no breath."
Sales Director
Same SaaS Company
WHAT WE DO
The Collier Group is a boutique consulting, advisory, and managed services firm that works with B2B companies who have outside sales teams of 25-300 salespeople. Our Sales Talent Management Process helps our clients restructure the makeup of their sales force, without adding headcount, to increase the number of top performers by 75%. The result is an average 28% increase in net new revenue over 3-years. Our success-based fee structure works within our client's current budget and does not add additional expense to the company. Our process is non-disruptive to the organization, so there is no temporary downshift in performance.
HOW WE DO IT
TM
We have extensive experience in creating high-performing sales teams where the majority of salespeople over-perform against assigned quota to drive predictable high-margin revenue. Using a
proprietary framework, we take a disciplined approach to:
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Assessing existing sales talent against the Salesperson Evolution Model and determining long-term viability and development needs.
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Analyzing current compensation structure against industry peers and desired corporate revenue goals, and making recommendations to attract and, more importantly, retain A-Players.
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Creating detailed skills and capabilities requirements for each sales role based on a proven analysis model.
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Identify potential A-Player candidates and proactively sell them on the opportunity.
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Systematic vetting of sales candidates using our EliteGrading process, verifying all previous performance and personal income.
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Recommending only A-Player salespeople and creating an onboarding process to ensure strong alignment of expectations and fast ramp-up.
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WHAT WE DON'T DO
The Collier Group is not a recruiting firm nor a sales methodology training company.
We don't get paid to place candidates nor do we sell sales training programs.
We work within our client's current sales infrastructure to enhance execution and drive high performance.
We don't have billable hours, nor do we seek to expand our presence and create 'project scope creep.'
We partner with our clients to create a success plan that is measurable and sustainable
by the organization after we are gone.
55% of salespeople are in the wrong job. It's not a skills or training issue.
- Hubspot
Only 16% of sales leaders believe they have the right talent to succeed in the future.
- CSO Insights
Annual quota attainment is on a 5-year decline.
- Miller Heiman
