Life Science Sales Advisors (LSSA) provides Sales Force Optimization services to life sciences companies. Our industry-expert sales and channel assessment, engagement and advice helps senior executives design, develop and deploy multi-channel sales strategies and custom solutions that optimize sales performance and grow revenue.
LSSA Sales Force Optimization employs the AIM revenue growth process, a proprietary three-phased approach to target your sales force for success:
Assess – rigorous investigation to identify opportunities and make recommendations for improving sales performance.
Improve – translate accepted recommendations into a practical communication and implementation program.
Measure – activitely monitor progress against a dashboard customized to the client and adjust plan for optimum results.
Sales Force Optimization provides the client with all three phases of the AIM process: 1) Assessment and Recommendations; 2) Improvement and Communications Plan; and, 3) Measurement Dashboard for monitoring progress. Depending on the size of the sales organization this service requires one to four weeks of direct engagement over a period of one to three months, plus monthly or quarterly meetings to monitor progress and make adjustments to optimize results.
Sales Force Assessment – some clients only want an objective, expert third-party assessment and then have their own staff develop, launch and monitor their improvement plan. Our Sales Force Assessment is the foundation of the AIM process and provides the client with a clear understanding of the opportunities and recommendations for improved sales performance. The assessment is a rigorous investigation of stakeholder expectations, customer-facing functions, sales operations and selected members of the sales team. This is followed by a discussion on advisor insights and recommendations for improvement. Depending on the size of the sales organization this service requires one to three weeks direct engagement over a one to two month period.
Retained Advisor or Advisory Board Member provides executives on-going expert counsel on all aspects of designing, deploying and optimizing a domestic or international sales organization. From exploring the launch of a sales enterprise, enhancing existing team performance, improving incentive compensation to consideration of an international partner network. Engagement utilizes the primary pillar to the AIM process, an assessment of stakeholder expectations, customer-facing functions and the sales organization (or potential for one) to establish an understanding of opportunities and challenges facing the client.
Project Based Consulting Services
Work with executive(s) to define the scope of the project and apply the AIM process. Projects can be selected from any of the LSSA Capabilities, such as: increasing sales alignment with company vision and mission / expanding customer reach / segmenting sales teams for specific markets / uncovering obstacles to productivity / augmenting field product and application capabilities / developing multi-channel sales strategies, building international leadership / improving lead-deal funnel development / major account management / enhancing incentive compensation to defining meaningful key performance indicators.
Interim Leadership Assignment Services
Temporarily fill domestic or global sales leadership role. Engage sales team, employ AIM sales optimization and revenue growth process to build and execute strategies for sustainable success. Identify and screen long-term candidates for leadership role, present final candidates to stakeholders, hire and prepare seamless leadership transition process.