At Eendigo, we understand that coaching is a critical element for unlocking your sales team’s full potential and ensuring effective execution of your strategies. Even with a robust strategy, well-developed go-to-market plans, and a compelling product portfolio, disappointing results may arise if your teams aren’t following through. That’s why we offer tailored mentoring and war rooms programs led by seasoned senior executives who bring a wealth of experience and industry insights. Our sales execution support services are designed to empower your team members to enhance their skills, refine their strategies, and achieve exceptional results. We often focus on transitioning company culture from reactive to proactive selling, ensuring your team is fully aligned with the strategic changes and plans.
Proactive Account Management (PAM) Program
The proactive account management (PAM) program equips sales teams with the skills and strategies needed to proactively engage with clients. This program aims to enhance the ability to ask insightful questions, observe customer behaviors, and conduct thorough SWOT analyses. PAM links proactive account management with solution selling, enabling salespeople to identify and prioritize high-value customers effectively. The program includes customer segmentation by growth potential, strategies for dealing with competitors, and the use of tools like ABC 123 classification, Pareto analysis, and relative strength tables. Ultimately, PAM empowers sales teams to define the four steps of the solution selling process, set clear goals, and craft actionable plans to achieve them, ensuring a customer-centric and results-driven approach.
War Rooms Workstream
In our “war rooms” workstream, we drive results through a structured approach that combines individual coaching sessions, weekly joint-team meetings, and daily stand-up calls. At the end of the program, we ensure that sales leaders can continue the process for sustained results. Key activities include ensuring account plans are completed and adopted for all key clients, planning client visits with specific purposes (e.g., retention, cross-selling), establishing a PMO structure and defining an implementation plan. We analyze leading indicators, such as initial meetings and funnel progress, to assess process health and identify potential issues. Progress is tracked weekly and monthly against targets and agreed activities. We ensure CRM integration, reassess goals for accountability, and address skill development, individual performance reviews, and team collaboration. Our goal is to foster continuous improvement and motivation, ensuring that everyone contributes effectively and develops their skills.
With Eendigo, you’re investing in a strategic partnership dedicated to driving continuous sales excellence and achieving your sales goals.
