What Is Sales Consulting, And How Does It Work?

Are you looking for help expanding your sales force to reach revenue targets? Do you need an objective, outside perspective on your sales process? Are you ready to improve your sales strategy but unsure where to start? If so, you may want to consider hiring a sales consultant.

Sales consulting is a field that involves helping large and small businesses and entrepreneurs expand their sales reach and increase their profits. But what does a typical sales consultant do, how can they help a business grow, and how do you pick the right consultant for your business?

What Does a Sales Consultant Do?

Sales consulting is a type of business advisory that focuses on helping organizations develop strategies to grow their businesses. Sales consultants are experts in the field of sales; they work closely with clients to identify opportunities and challenges, provide advice and guidance, then recommend solutions to those issues. This can include developing sales strategies, teaching sales techniques, and providing ongoing coaching to sales reps and sales leaders, as well as helping you to understand the psychology of selling and how to better connect with your customers. Sometimes, a sales consultant may be brought in as a Sales Manager for an organization’s entire sales operation.

A great sales consultant can transform businesses by taking a strategic, analytical, and creative approach to sales. First, they will work with you to understand what’s working and what’s not and where you want to be. Then they will develop a sales approach tailored to your specific needs and goals and combine that with sales coaching and training. When you work with a great sales consultant, you get a customized sales consulting experience that can help transform how your organization navigates sales, sales leadership, and sales-specific recruitment processes.

Why Should You Hire a Sales Consultant?

There are several reasons why hiring a sales consultant might make sense for your company. A great sales consultant can:

  1. Meet you where you are to learn about your business, opportunities, and goals, uncover your most significant challenges of getting there, and build a sales organization geared for long-term success and increase your company’s bottom line.
  2. Give your sales team the skills and tools needed to close more sales and exceed their sales goals.
  3. Use objective assessments to help you understand the strengths and weaknesses of the entire sales team.
  4. Implement a sales hiring process to attract top performers and become a team of winners.
  5. Develop crucial sales leadership skills to motivate, hold your sales team accountable, and implement a sales process followed by all.

These benefits are the top reasons you should consider when contacting a sales consulting firm. And, if you haven’t considered working with a sales consultant, you’re encouraged to reach out and speak with a sales consultant about how they can help your business.

What Questions Do I Ask a Potential Sales Consultant?

Sales consulting services come in many shapes and sizes and can be an invaluable resource for any business looking to expand. Most companies will offer various services, such as training and coaching programs, strategy development, and lead generation. So how do you know you need a consultant? The first step is to determine your specific needs by asking yourself, do we really need help? If you have concluded that you cannot achieve your goals with the current resources and expertise you have, you might benefit from getting consulting help. Then, assess your readiness. Is improving your sales a high priority? Do you have the time, money, and resources to invest? And finally, if you figure you need outside expertise, how do you know which consultant is right for your business?

Here are questions to ask a sales consultant when determining whether there is a good mutual fit:

  • Who is an ideal client for you?
  • What recommendations do you have for us to maximize the effectiveness of sales training?
  • What is your belief system about sales?
  • What types of sales training and coaching do you offer?
  • What is your training model? What is your reason and method for delivery?
  • How do you help companies reach their full potential?
  • What does ongoing support and advice look like as our business grows?
  • How do you assess the strengths and weaknesses of a sales team and develop a training and coaching plan?
  • How do you measure the effectiveness of your training? How do you track progress?
  • How do you plan to communicate and work with our sales managers and other stakeholders?
  • How do you plan to support our sales team’s ongoing development and growth?
  • Can you walk me through a typical coaching session and how you structure your feedback and guidance?
  • How do you plan to support and follow up with our sales team after the coaching engagement?

In short, a sales consultant can be an invaluable resource for any business looking to expand, so choosing the right one is essential. Don’t wait until it’s too late. Make a commitment and decision to grow your sales. Determine why you need consulting services, and reach out to several sales consultants until you find the right fit to address your business challenges and help you build your revenue-generating machine.

Topaz is changing the way the world perceives, values, hires, and trains salespeople.

We transform not only how people sell, hire, and manage salespeople, but also how they build relationships with others.  Many of our clients tell us how they use the skills they have learned through our training and coaching to improve how they communicate with their family and friends, and the positive impact it has had on all their relationships.

Hire Better Salespeople

Train Your Sales Team

Improve Your Sales Leadership Skills

Share this page:


Subscribe to Topaz Sales Digest

Enter your email to get timely insights to help sharpen your sales leadership skills.