Sales Consultancy

<div> <table border="0" width="100%"> <tbody> <tr> <td width="50%"> <nav><b>Scenario:</b> It is critical for every business to know their TAM (Total Addressable Market). Whether you are in the business of selling to enterprises or retailers or directly to consumers, knowing TAM is the key starting point. Without knowing your TAM most of the time your sales force will be shooting arrows in the dark.</nav> <nav></nav> <nav><b>What is Sales Territory Planning?</b></nav> <nav>Total Addressable Market is just one element. The other key element is to be able to correctly identify the exact size that we are capable of addressing. Too mouthful is not only difficult to chew, but to gulp as well. SmarrtGrid Sales Territory Planning is all about balancing both the elements to get a perfect “Sales Equation”!</nav> </td> <td width="50%"><img src="http://www.smarrtgrid.com/wp-content/uploads/2018/02/sales-territory-plan.png" /></td> </tr> </tbody> </table> </div>

<p><strong>Scenario:</strong></p> <p>Known by a lot of other names like, solutions selling, relationship based selling, complex sales Small-Medium and Mid Market Companies faces challenges of: How to Approach their daily business and get more sales? More and more companies deploy sales force that just focuses on getting the sales order without really focusing on the Sales Journey and sub milestones. Invariably they land up having a huge sales pipe but deals just vanish in thin air.  As a result sales force is demotivated and businesses do not do well.</p> <p><strong>What is Enterprise Sales?</strong></p> <p>Any enterprise sale is a Sales Journey of the Buyer who takes over the selling process from the Seller Companies.  The key job is to assist the Buyer during this journey and help him through all the Sales Stages.</p> <p><strong>Role of SmarrtGrid:</strong></p> <p>At SmarrtGrid we have developed the S/T-TE framework and remodeled SPENCO framework. We help enterprise sales companies adopt these frameworks through an automated sales journey system. These frameworks help sales forces to work closely with their clients in a manner that their clients would love them to.</p> <table border="0" width="100%"> <tbody> <tr> <td width="50%"> <nav><strong>S/T-TE Framework:</strong> (For Identifying the “Need Type”):</p> <ul> <li>S/T: Is it a Strategic Need or Tactical Need? Urgency Levels, Impact on Their Business!</li> <li>T: Technical Fitment: Is the solution being offered by me to my client right from him? Is he technically competent to deploy this solution?</li> <li>E: Economic Fitment: Is the solution being proposed within the budgets that my client may have earmarked for this problem?</li> </ul> </nav> </td> <td width="50%"><img src="http://www.smarrtgrid.com/wp-content/uploads/2018/03/Frame-work-picture.jpg" /></td> </tr> </tbody> </table> <p> </p> <table border="0" width="100%"> <tbody> <tr> <td width="50%"> <nav><strong>SPENCO: Remodeled from SPANCO:</strong> (Sales Stage-wise Sub Milestones):</nav> <nav><strong>S: Suspect:</strong> Who, Where, How?</nav> <nav><strong>P: Prospect:</strong> Why?</nav> <nav><strong>E: Engage:</strong> 6 Point Check-List, Emotional Quotient(s)- Value Drivers.</nav> <nav><strong>N: Negotiate:</strong> Competition Detailing, Pushing Customer to Commit. Challenge the Customer.<strong>C: Close:</strong> Sweeten the Deal Technique, Price Drop Technique to Eliminate Competition Permanently.<strong>O: Order:</strong> Work closely with client to get the relevant order bookings and win a well deserved Purchase Order!</nav> </td> <td width="50%"><img src="http://www.smarrtgrid.com/wp-content/uploads/2018/03/spenco.png" /></td> </tr> </tbody> </table> <p><strong>How does it help your business?</strong></p> <p>Each of these frameworks’ when well adapted to, move the sales force to Science Based Selling methodology. 6-point checklist help the sales force identify the Red Flags, possible Sales Objections that may reappear at the last stages and kill all your deals. These frameworks give you control of your sales force, their performance and ability to better forecast your business.</p> <p><strong>What you may require?</strong></p> <ul> <li>Enterprise Sales Training.</li> <li>Sales team mentoring.</li> <li>Forecasting Ability.</li> <li>A tool to <ul> <li>Measure the performance of your sales team.</li> <li>Identify the “sales objection types”.</li> </ul> </li> <li>Ultimately migrate your sales force from “Relationship Sale” to “Challenger Sale”.</li> </ul> <p> </p>

<p><strong>Scenario:</strong></p> <p>Popularly know as “Channel Sales” it has been the oldest forms of selling. As compare to times gone by, “Channel Sales” is one of the most fiercely competed domains. More and more brands compete for shelf space, dealer’s mind share and push hard. Companies are striving hard to gain “Channel’s Mindshare” every day.</p> <p><strong>What is Distribution Sales?</strong></p> <p>Where you cannot reach directly, channel will enable you reach! This is the fundamental building block of Distribution. Also you can say that Brands have the privilege of leveraging the localized market through their local promoting partners. Some of commonly used sales terms in Distribution Sales are: Beat Plan, Personal Journey Plan, Visits to Counters, Counter Branding, Shop in Shop, Order Vs. Fulfillment, Stock Replenishment, Ageing Stocks, Ledger Reconciliation, Overriding Commissions etc.</p> <p><strong>Role of SmarrtGrid:</strong></p> <p>SmarrtGrid Distribution Sales is about enabling the sales process with Technology. At SmarrtGrid, we have developed and implemented, a very crisp and to the point solution that helps Small & Medium business adopt technology at an incredibly low cost of ownership. Knowing that SMB owners and business managers have very tight budgets to work on, “SmarrtGrid Distribution Sales Management” is the only one of the few frugal ERP systems available today.</p> <table border="0" width="100%"> <tbody> <tr> <td width="50%"> <nav><strong>SmarrtGrid Distribution Management – Last Mile:</strong>4 modules that give you precise control – no extra frills!</p> <ul> <li><strong>Sales Resource Tracker: Real</strong> Time tracking of your sales executive movement.</li> <li><strong>Sales Promoter Tracker:</strong> Real Time tracking of tertiary sales by your appointed promoter.</li> <li><strong>Outlet Hygiene Manager:</strong> Zone wise tracking of owned brand vs. competition brand POP / POS available on any outlet.</li> <li><strong>Sales Booster:</strong> Real Time Sales, Collections, Sales Returns and Stock Management.</li> </ul> <p>Last Mile is available on web and mobile app.</p> </nav> </td> <td width="50%"><img src="http://www.smarrtgrid.com/wp-content/uploads/2018/03/4-modules.png" /></td> </tr> </tbody> </table> <p><strong>How does it help your business?</strong></p> <p>Last Mile gives you the power to control all key aspects of being successful in business. It gives you absolute transparency and hence puts you in the driver’s seat.</p> <p>Now you are empowered to drive your distribution set up the way you want.</p> <p><strong>What you may require?</strong></p> <ul> <li>Sales Force Management – Precise and Productive Beat Plans.</li> <li>Sales Force Per Day Productivity.</li> <li>Intelligent business insights.</li> <li>Know more about Competition.</li> <li>Near precise stock management so that you are never under stocked or over stocked.</li> <li>Launch Schemes and communicate the same to your distribution network.</li> </ul>

<p><strong>Scenario:</strong></p> <p>Competition is fierce out there!</p> <ul> <li>The cost per sale is always rising. Business Managers constantly haggle with a perennial problem of “How to Reduce Cost Per Sale?”</li> <li>The customer is on the move. He does not have time, tight schedules, back-to-back meetings and more. “How to meet him without actually meeting him?”</li> <li>Customer uses more and more technology today and prefers to engage on technology platform. “How do I leverage technology?”</li> </ul> <p><strong>What is Inside Sale?</strong></p> <p>Bring down cost per sale, increase territory coverage, talk to more customer in lesser time, farm more and more customers and engage with them on phone to develop everlasting relationships. Welcome to Inside Sales – The world of “Selling on Phone”!</p> <p><strong>Role of SmarrtGrid:</strong></p> <p>At SmarrtGrid we promote Inside Sales and Swear by it, by heart and soul! Whether it is Distribution Sales or Enterprise Sales, Inside Sales is a selling arm that will yield excellent results in line with field sales. SmarrtGrid Offers complete Inside Sales Incubation Solution.</p> <p><strong>Incubation:</strong></p> <ul> <li>We have an excellent 04 module live training program on Inside Sales Program –“How to Sell Better on Phone?”</li> <li>We create “Sales Playbooks” and “Reason to Call”.</li> <li>We mentor inside sales resources and ensure that they become top sales producers within 02 quarters.</li> <li>We align Inside Sales and Field Sales to get the best productivity.</li> </ul> <table border="0" width="100%"> <tbody> <tr> <td width="50%"> <nav><strong>What you may require?</strong></p> <ul> <li>Reduce Overall Cost Per Sale.</li> <li>Cover more market without deploying more field sales force.</li> <li>Support field sales force.</li> <li>Reach to your customer more frequently and in less cost.</li> <li>Reduce Cost of Acquisition.</li> <li>Scripts, Sales Playbooks, RTCs.</li> <li>Rebuttals and Eliminating the Competition.</li> <li>Objection Handling & Getting Past the Gatekeepers.</li> </ul> </nav> </td> <td width="50%"> <nav><img src="http://www.smarrtgrid.com/wp-content/uploads/2018/02/08022018-4.png" /></nav> </td> </tr> </tbody> </table> <table border="0" width="100%"> <tbody> <tr> <td width="50%"> <nav><strong>Enterprise Sales</strong></p> <ul> <li>You will have a well-defined Sales Territory with More Qualified Information.</li> <li>You will know more decision makers and more about decision-making process in lesser cost and faster time.</li> <li>You will be able to successfully categories your customers into various Bucket Sizes.</li> <li>When executed on SPENCO model, Inside Sales will give you a better forecast on your sales pipeline.</li> </ul> </nav> </td> <td width="50%"><strong>Distribution Sales</strong></p> <ul> <li>For existing customers now you have a better way to consolidate orders on phone and reduce cost per sale.</li> <li>Utilise your field sales forces better by enabling them open new markets when you move away order and collection management to inside sales.</li> <li>Launch New Schemes, products and offers to dealers and channel partners in shorter time and more cost efficient manner.</li> <li>Take online bookings from your partners and enable them to place order successfully.</li> </ul> </td> </tr> </tbody> </table>

<p><strong>Scenario:</strong></p> <p>24x7 connected and integrated market makes the challenge to sell tougher, as the customer proactively engages with different brands at a single point of time. It is only the response quality online that drives towards or drives away your prospective customer. Further to this, the cost of sales per sale is a constant pressure that cannot be undone. Virtual sales or Digitised Inside Sales comes to the rescue.</p> <p><strong>What is Virtual Sale?</strong></p> <p>Engage with your online visitor (read stranger) without speaking a word! Welcome to the world of “Chat Service Based Selling”. Well-oiled virtual mechanism easily converts the “stranger” to become a “qualified lead”.</p> <p><strong>Role of SmarrtGrid:</strong></p> <p>Digitised Inside Sales is the latest feather in our cap. We have started helping our customers migrate their current inside sales team into a digitised inside sales. We help the virtual team with automated information tools to share information online. We also provide technology support to integrate latest chat tools and prepare chat shortcuts. We also train the virtual engagement teams to work provide quality work out put to the visitors.</p> <p><strong>Incubation:</strong></p> <ul> <li>Understand your virtual sales requirements.</li> <li>Prepare scripts & convert them into shortcuts as per the Online Journey of the customer.</li> <li>Systems integration to capture response of the visitor at each stage (Inbound Methodology).</li> <li>Training & Implementation support.</li> <li>Integrating Online Marketing to Traffic Generation to Virtual Engagement.</li> </ul> <p><strong>RACE: </strong>This framework has been adapted from “Smart Insights” for Virtual Sales enablement and engagement.</p> <p><strong>R: Reach:</strong> Online Marketing, SEO, SMM, Blogs & More. [Online Marketing]</p> <p><strong>A: Act:</strong> Proactive engagement with visitor to identify need & pitch products / solutions accordingly.</p> <p><strong>C: Convert:</strong> Catalyse the sales process and ask for closure. Drive a sales target (revenue, lead, volume, sales ticks)</p> <p><strong>E: Engage:</strong> Continue tracking customer post sales for feedback, experience management, upselling opportunities & more. Happy customers become promoters and online advocates for your business.</p> <p><strong>How does it help your business?</strong></p> <p><strong>Virtual Sales enables your business in many ways:</strong></p> <p><strong>Enterprise Sales</strong></p> <ul> <li>More qualified leads, as per the checklist at a much lower cost.</li> <li>Helps in optimising the marketing effort to identify the quality of visitors coming on the landing page.</li> <li>Helps identify more effective marketing campaigns, geographies and type of leads.</li> </ul> <p><strong>Distribution Sales</strong></p> <ul> <li>Online channel ordering made easy.</li> <li>Just as you do online purchase on e-commerce, integrated with virtual sales, the channel partner’s queries can easily be handled at a much lesser cost and by lesser number of resources.</li> <li>Channel query handling at a low cost.</li> <li>Channel feedback through virtual surveys from time to time.</li> </ul> <p><strong>What you may require?</strong></p> <ul> <li>Improve quality of engagement.</li> <li>Migrate the engagement model to latest online trends and techniques.</li> <li>Capture the customer at the “Stranger” stage and help him/her make decision towards sales closure.</li> <li>Provide information through automated tools at the time when it is most required during an online conversation.</li> <li>Implement RACE sales model.</li> </ul>