Growing a small or medium-sized enterprise is an exciting journey, but scaling up your sales operation can be one of the toughest challenges. In fact, almost 60% of small UK businesses fail within their first three years, often due to issues like insufficient sales and cash flow. How can you ensure your business beats the odds? This is where sales consultancy comes into play. A sales consultant provides expert guidance to help you build robust sales systems that drive sustainable growth.
What Is Sales Consultancy?
Sales consultancy involves bringing in an experienced sales expert (the consultant) to assess and improve your company's sales strategy, processes, and team performance. Think of it like hiring a temporary sales director or strategist who works with your business on a project or part-time basis. The consultant will typically start by conducting a thorough review of your current sales operations: your target markets, sales funnel, team skills, KPIs, and tools. After diagnosing what's working (and what isn't), they create a tailored plan to boost your sales results. Learn more about our consultancy services.
When to Consider a Sales Consultant
How do you know if your business could benefit from sales consultancy? Here are a few common scenarios:
Stagnant or Declining Sales
If your revenue has plateaued or started dropping, despite marketing efforts, a consultant can diagnose the problem and recommend fixes.
Scaling the Team
When you're moving from a one-person-band to a larger sales force, a consultant can help design the team structure, roles, and commission plans that will work best for your stage of growth.
Entering New Markets
Planning to expand into a new region or launch a new product line? A sales consultant can research the market and craft strategies to penetrate it effectively.
Process Inefficiencies
Perhaps you've noticed leads slipping through the cracks or inconsistent approaches among your salespeople. A consultant will streamline your sales process, ensuring consistency and efficiency.
Training Needs
If your team is inexperienced or struggling with certain aspects, a consultant often provides sales training and coaching as part of their service to upskill your staff.
Key Benefits of Sales Consultancy for SMEs
Engaging a sales consultancy isn't just about firefighting immediate issues – it brings long-term advantages to your growing business. Some major benefits include:
Tailored Sales Strategy
Sales consultants develop strategies custom-fit to your business goals and market. They align the sales plan with your target customers and competition, rather than using generic approaches.
Enhanced Team Performance
With a consultant's guidance, your sales team will learn best practices and effective sales techniques. This leads to improved skills across the team – better pitching, handling objections, and closing.
Objective Insights
As an outsider, a consultant brings a fresh, unbiased perspective. They can spot weaknesses or opportunities you might overlook because you're too close to the business.
Cost-Effective Expertise
Hiring a full-time senior sales leader is expensive. By using a consultant, you get top-level expertise on a flexible basis. It's a way to access big-business advice at a small-business budget.
Real Results from Our Consultancy
Frequently Asked Questions
When should I hire a sales consultant?
You should consider a sales consultant if your sales have stalled or decline, if you're struggling to scale your sales team or enter a new market, or whenever you need high-level sales expertise that you don't have in-house. Essentially, if you have a sales challenge you can't quite solve, or you're aiming for aggressive growth and want an expert roadmap, that's a good time to bring in a consultant.
What's the difference between a sales consultant and a sales coach?
A sales consultant focuses on your overall sales strategy, structure, and processes, often implementing changes across the business. A sales coach focuses on improving the skills and performance of individuals through one-on-one guidance. In simpler terms, consultants fix systems and strategy, while coaches develop people. There is overlap, but their primary roles differ.
Can a very small business afford sales consultancy?
Yes, sales consultancy can often be scaled to your budget. You might start with a short-term project or a few consulting sessions if funds are tight. Many small businesses find that even a modest consulting engagement pays for itself through improved sales. It's about finding a consultant who can work within your means and still deliver valuable recommendations.