Type: Independent Sales Rep Opportunity
Industry: Sales team performance/Computer Software
Commission: 20% + Recurring residuals
Average Sales Value: £15,000
Average Monthly Customer Value: £1250
Independent sales representatives interested in connecting and working with this company can find their official independent sales job listed on CommissionCrowd here:
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Learn more about this company in the following interview:
Qn. Where did the inspiration for 'Deal Sheet' come from?
Gary: When running large corporate sales teams I was largely uninspired by companies knocking on my door. Funnily enough an hour long meeting with a training company ended in a recommendation for training, and that would solve the issues we faced.
However, the reality was that training might well have been one of the solutions to help, but it was not the 'silver bullet' on its own.
My world was more complex than that and my answers lay in many improvements, across multiple areas. Their focus was 'inside out' product push rather than 'outside in' delivering value across the sales and marketing activities.
I wanted to help people do this differently and this was the inspiration for Outside In Sales and Marketing.
A key issue for most of the customers we work with in a consulting capacity is the ability to control and manage their sales opportunities better, improve win rates, and manage the pipeline and forecast management process more effectively.
Qn. Can you tell us a little about your expertise in the sales performance arena?
I have worked for over 25 year in sales related roles, starting in tele-sales and finished running b2b sales teams comprising hundreds of people.
I have been involved in the transformation of sales organisations in b2b for almost 15 years and this has built experience in what works and doesn’t work in relation to improving B2B sales performance.
This includes people, skills and training; process improvement and the development of more compelling propositions for customers.
A key piece of learning is that it is important to improve the performance of the 86.5% (the core of the bell curve) not just the smartest 13.5%. Our solutions are designed to be simple so they can be used by the whole team and not just your top performers.
Qn. Can you tell us about some of the work you have carried out to date?
Gary: We have worked with leading brands in High technology businesses, working on complex sales transformation projects that improve the performance of the sales team.
These project address specific issues for the customer and this could be related to their value proposition, process or people skills.
We have helped to build propositions and work with key partners to improve growth. We have supported sales leaders with Sales coaching programs. We have helped to improve the performance of customer experience programs. We have helped customers to improve the effectiveness of their selling process.
Qn. What's your greatest client success story?
Gary: That's a tough one. We would like to think that all of the customers are happy with the work we did to help them.
The impact for each project is relative for each customer but we do know that 100% of our customers would recommend us following the closure of their project.
Qn. What made you consider work with an independent sales force?
Gary: Sales success and revenue growth often comes from leveraging trusted relationships. Relationships that are built on trust.
It is often too slow and very difficult for my company to build these relationships directly. The additional reach of a professional sales team can provide a broader reach, and to take DealSheet value messages out to warmer relationships.
Qn. Why would sales agents have an edge selling your products?
Gary: B2B Sales leaders need their sales team to qualify opportunities consistently. They want more information on pipeline health, data to inform decisions as they look to improve the accuracy of their forecasting.
Many have turned to CRM systems to help with this, and in-part it has helped many. However, the standard information of Sales stage, value and probability is not enough today to make informed decisions. More information is needed and DealSheet provides this as standard.
DealSheet is a tools that can be used by sales leaders to help them to manage more effectively. It offers a standard approach to opportunity management, one that can be customised to the specific needs of their company. It automatically generates detailed information that helps to inform decision making.
DealSheet can help you to help your contacts improve sales performance better than other options of self-build or other more complex solutions.
Qn. What makes your service unique, innovative and sets you apart from the competition?
Gary: DealSheet is different to many other solutions in the marketplace. It's more customisable than many traditional, fixed, methodologies.
It's easier for the sales team to use than highly qualitative alternatives. (therefore improving adoption)
It generates more detailed data for use in insightful dashboards and reports than other alternatives.
It's more affordable than a lot of other options.
It's available natively on the two largest CRM platforms, Salesforce.com and Microsoft CRM (we are ISV partners of both companies)
What are your plans for the future of OISM?
Gary: We have an exciting roadmap for the development of the DealSheet. We have just updated the capabilities to seamlessly add actions to the sales plan and further notes to both the Salesforce and Microsoft CRM products.
Qn. What are your best-selling services and why?
Gary: DealSheet is the fastest growing part of our business, supported by training and professional services. Microsoft CRM users are particularly interested as fewer alternatives exist when compared to Salesforce users.
Qn. Please describe the typical sales cycle and process to sales agents.
Gary: The sales cycle depends on the customer landscape. Mid-market companies are able to make decisions much faster than large enterprises where consensus decisions making is more prevalent.
The sales cycle can be a few weeks to a few months depending on the complexity and the level of urgency to improvement. The bigger it is the longer the selling cycle, but the rewards at the end are more worthwhile.
Qn. How do you currently bring in new business or win contracts?
Gary: We get current business from our marketing activities and our personal network.
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