Workshop Types and Descriptions
Strategic Digital Sales
Blending knowledge of digital capabilities, marketplace politics and sales technique with your teams own particular situation and challenges, we create a hands on workshop aimed at breaking through to senior customers, growing opportunity, shortening the sales cycle and leveraging your company’s core capabilities.
Managing Digital Sellers
Engaging with your management team through an intensive, highly focused workshop, we help find the baseline of strategic thinking and daily practice that can end the drama and help create an independent, strategic and highly engaged team.
The Account Strategy Hack
With a focus on advance preparation and strategic planning, we meet in 90 minute blocks throughout the day with small teams of sellers, account managers, sales planners and others to unlock the strategy for turning key accounts through design thinking exercises and deep history and understanding of the marketplace, the clients and their agencies.
For those new to digital sales, our world can seem like a swirl of three letter acronyms and an everchanging roster of brand names and buzzwords. We simplify and translate that world and provide the seller with a clear field of action and opportunity.
Strategic Services: Consulting and Strategy Work
Financial Planning for Sales Leaders
Through a simple, time-efficient process audit and executive briefing, we can help sales managers form achievable comp plans that motivate and retain great sales execs; build sustainable, strategic sales budgets; manage pipelines and projections in a way that build credibility and support throughout the organization; and help manage your relationship with the board and/or CEO – instead of that relationship managing you. Longer term consulting and coaching support is also available.
Sales Structure and Personnel
With a combined 50 years of sales management, and insights gained form working with more than 500 companies, Upstream Group can help you define roles in your organization so that your structure is consistent and sustainable; create efficient and product org charts that will grow and develop as your business does; establish a taxonomy of titles that recognizes and motivates your executives; and formulate sales territories that maximize relationships and travel efficiency while also recognizing and accounting for splits.
Internal Team Optimization
Digital sales is a team sport with a great many dependencies. Upstream Group recognizes these, and through auditing, briefing and consulting we help the sales leader maximize relationships and collaboration with sales marketing, account management, finance and other critical internal constituencies.