EMBED | Sales and Operations Process

Focus on Marginal Gain

Our EMBED offerings equip sales organisations with systems, processes, and tools that drive marginal gains by improving performance in the middle of the bell curve.

Shifting core performers by just 5% delivers over 70% more revenue than the same shift in top performers (Sales Executive Council).

By focusing on this group—rather than high performers, who are already maximising potential, or low performers, who require disproportionate effort—organisations can replicate successful behaviours, achieve significant productivity and revenue gains, and build a more balanced, effective sales force.

Sales Performance Assessment

Designed to help organisations take their first steps in understanding how the sales organisation is performing, our Sales Performance Assessment is an online questionnaire that will provide you with a detailed overview of your areas of strength and areas that may need your attention.

Once completed, you will receive a detailed multi-page report exploring the 4 key areas of assessment:

Go-to-Market
Revenue Metrics
Talent
Technology

You will also be provided with a single metric to use as a base measure of your overall performance and, as you can take the assessment as many times as you want, you can measure and track any changes in your performance over time

Sales Velocity Blueprints

A Sales Velocity Blueprint provides you with an end-to-end map of your entire sales and operations process, ensuring all the parts of your sales engine are working harmoniously together while documenting what part they play.

Everyone has complete clarity regarding what needs to happen to move opportunities through the pipeline and turn them into closed deals.

Deliverables:

Clear Blueprint that integrates processes on a single page
Training program to support initial rollout, onboarding and continuous learning
Tools to drive consistent performance
Coaching, playbooks and micro-learning follow-up to “make it stick”
Analytics to measure what matters

Sales Management Systems

The Sales Management System is Mentor Group’s flagship sales performance solution, combining the best parts of our LEARN, PRACTICE and EMBED solutions.

The Sales Management System runs through four key stages, starting with critical consultancy and discovery before moving into powerful, targeted training to arrive at the end goal: tangible, sustainable sales performance.

Key Deliverables:

A cadence of best practice sales meetings
Creation of a sales coaching culture
Connection with existing sales processes and methodologies
Support for development of dashboards to drive insight and action

Sales Performance Coaching

Today, most sales skills training and learning is going to come from digital knowledge transfer.

Our sales performance coaches ensure that the sales enablement learning is not just “head knowledge”, but is applied to their current context, ensuring the investment in their development sees excellent returns.

We are also able to equip your managers to be coaches too, helping to create a true coaching and learning culture.

Mentor Group’s innovative Coaching as a Service offers true on-demand access to specialist sales coaches, focused on driving impact to the value, volume and velocity of your sales pipeline.

Sales Customer Insights

Mentor Group has partnered with Cognis Consulting to offer a new Client Insights service that drives improved sales effectiveness by uncovering the hidden factors that influence client buying decisions.

By understanding these, we enable Sellers to focus every action on what matters most to their prospects.

We use our experience of being on both sides of the buying and selling table and our independent status to speak directly with your client stakeholders in a way you cannot.

We discover their “outside-in” buying experience to identify what really moved the dial for them and what needs to be improved. We also explore how they went about their buying journey from start to finish.