EQ2S specializes in transforming sales performance. We help companies break through sales plateaus by employing the "science of selling" supported by the "art of selling." 

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Since 2005, EQ2S has worked with over 20 different companies across 15+ industries delivering over $1 billion in sales impact.

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"Small Business Attitude, Big Business Results"

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CONSISTENT sales performance translates into increased bookings, quality pipeline, better margins, higher quota attainment, increased sales morale…

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We’ve learned that keeping these factors aligned and mutually reinforced is critical for CONSISTENT sales performance

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We’ve also learned that companies with INCONSISTENT sales performance typically…​

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• Lack an understanding of which factors are out of sync…commission plan not driving desired outcomes/behaviors

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• Exhibit counter-productive behaviors…pipeline, forecasting or deal reviews turn into beat down sessions vs. opportunity to help advance the deals

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• Have a misunderstood or poorly defined sales strategy…lack of clarity regarding how, what, who and where to sell

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• Over burden sales with administrative tasks…too much time, spent on reporting and measuring activities vs. client facing activities

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• Focus on sales training not syncing up the entire sales ecosystem…No sales training for non-sales deal team members

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• Lack consistent communication with the field…sales reps feel isolated, uniformed and not important.

 

We’ve learned that companies with CONSISTENT sales performance typically…

 

• Recognize the sales function is a critical component of how the company creates value for clients…the sales team is viewed as a business asset.

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• Manage sales as a process…enables organizations to decode and replicate success of their top performers and provides a roadmap for rapidly getting new hires up to speed and productive.

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• Recognize that coaching is a business imperative…a successful sales manager coaches their sellers on process, skills, and approaches to increase effectiveness.

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• Manage the right metrics…creating equilibrium between analyzing results (which can’t be managed), and coaching optimal activities and behaviors (which can be managed with     great benefit).

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• Have a scientific approach beyond “get out there and sell!”…includes ideal client profiles, an understanding of where the best opportunities are likely to be, and what differentiators will be most effective in the market. 

 

 

Source - Do You Have A World Class Sales Culture? Forbes June 2014

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