Cost-effective, Flexible way to Access Sales Expertise
Fractional Sales Leadership designed To Accelerate growth
Cost-effective, Flexible way to Access Sales Expertise
Beyond Selling Consulting
Our Mission
Our mission is to empower businesses to reach their full potential in a cost effective manner by building world class sales teams, develop sales strategies, provide expert guidance and leadership. We are committed to helping our clients succeed and thrive in today's competitive marketplace.
What Fractional Sales leadership can do for your business
Strategic Sales Planning
We help you create a clear and compelling Sales Strategy to achieve your business goals. We will work with you to identify your strengths, weaknesses, opportunities, and threats and develop a roadmap for sales success.
Sales Operations Management
We can help you optimize your sales operations and streamline your processes to improve efficiency, reduce costs & increase revenue. We provide tailored solutions to meet the unique needs of your business.
Sales Management
We offer a range of Sales Management services, including hiring, training, coaching & forecasting, We can help you make informed decisions and manage risk to ensure the long-term success of your business.
Go to Market Strategy
Beyond Selling Training Program
Our team of experts can help you develop and implement a comprehensive go to market strategy to attract new customers and retain existing ones. We offer a range of services, including market research, develop sales conversations designed to inspire and motivate your sales team.
Beyond Selling Training Program
Beyond Selling Training Program
Beyond Selling Training Program
Since 1998, thousands of sales professionals have experienced this career changing sales training program. This is not what you think. No roleplay of openings, closings and overcoming objections. This programs is based on the science of selling. This program is delivered live on-site two day program or virtual 12 week - one hour per week program. This program will change your life. Please take a look at some of the testimonials below.
Sales Leadership Development
Beyond Selling Training Program
Beyond Selling Training Program
Our Sales Leadership Development programs are designed to help build the skills and expertise needed to lead your business to success. We offer a range of training and coaching programs to help identify your next sales leader.
Top mistakes business oweners make with The sales team
1 - Promote the top performing sales person
In most cases, being a great sales person does not make a great sales leader. companies who promote their top performer experience high turnover and a decrease in bookings. Exit interviews show the people leaving the company did so because of management style.
2 - Lack of a Hiring Strategy
Business owners who hire sales people without a hiring strategy experience extremely high turnover. Most often the owner hires a person they liked, versus their skillset. Without a strategy, the owner spends most of the interview "selling" the job. Interviewing without asking the proper interview questions always produces poor results. A hiring strategy should include a scorecard to measure each candidate objectively, questions that qualify the candidate based on the outcomes. A complete job description including how success will be measured, and an onboarding and training outline.
3 - Trusting Your Sales Pipeline
Forecasting revenue is the most critical aspect of running any business. All to often the sales pipeline is the 'go to' tool used in forecasting. The issue, can you trust your pipeline? Poorly managed sales teams pipeline consist of over 50% of unqualified deals. This make managing follow up extremely difficult. From an optics perspective, the sales activity looks great, with one big exception, BOOKINGS.
4 - Your Compensation Plan is Costing you Sales
Every time I have this conversation with a business owner they think I am going to say the commission or compensation plan is too low. In reality, your per deal commission may be too high. Business owners believe sale people are money motivated. Everyone has a value they put on life. If a sales person needs $5.000 a month to maintain his or her lifestyle, there is a very good chance when they hit this number their performance will drop. A sales compensation plan should be developed to have the company achieve is sales goals. Knowing the financial needs of each sales team is critical when developing a compensation. High spenders or sales people who have a high cost to maintain their lifestyle will always be your top performers, only if your compensation plan aligns with their financial needs.
5 - Thinking you don't need a Marketing Manager
Every business owner without a marketing manager has told me "we are too small and can't afford a marketing manager." In reality, they may be to small because they have not invested in marketing. A good lead generation marketing person will give a your best ROI. Attempting to save money by outsource your lead generation will cost you your sales team. Casing bad leads is the worst use of a sales person's time. Business owners force the sales team to contact every lead provided to them. If the lead is not pre-qualified but the sales person followed the direction of the owner, the business owner will begin to think they have a weak sales team. In reality, they have weak leads.
6 - Managing the Sales Team Yourself
Business owners who manage their sales team will always become the bottle neck of growth. As an owner, you should be spending your time working on the business not in the business. Mistakes made by owners include hanging on too long to a low producing sales team member. This happens because of the time it will take to hire and train a new person. The low producer may have great potential if he was to receive coaching and training on a daily basis., something a owner does not have time for. Another mistake is keeping a toxic sales person on the team. Jack, he is a really good producer. Sound familiar? Ask yourself, is this the person I want representing my company? Is this the culture I want to be part of?
Achieve Your Business Goals with Beyond Selling Consulting
What our partners are saying about the results we produce.
Jon R. - New Jersey - Jack is an outstanding leader, exceptional strategist and business planner with a life-long focus on learning. He is a gifted communicator with the ability to pluck the motivational chords of his audience with incredible effectiveness. Master teacher, coach and mentor sum up John’s influence in my career as an IT executive. His vision is clear, his spirit is entrepreneurial and his approach to problem solving, results oriented. From my perspective Jack Civatte serves as my benchmark standard for executive leadership excellence!
Farai M. - Rarely in life, you meet leaders who not only challenge you to unbox yourself, to bring your best self to work and to dare to try. Jack was that and more to me. He challenged me with questions about the boundaries I was putting on myself, asked me to not cross bridges in my mind that I hadn't gotten to yet, and made me truly manifest the positivity and changes I wanted to see around me. His presence is subtle yet undeniable, and his wisdom is truly unparalleled. Selling is not easy, but he taught me to be present, to pay attention to the customer and listen to understand and empathize -- not just to progress the conversation. Not that many people live so true to their convictions, but I appreciate the fact that he modeled that to us and our entire business development team. I highly recommend his expertise as a leader, a coach and thought leader in the behavioral health space; and can't overstate the impact his Beyond Selling class had on me. Beyond Selling put the soul back into selling, dissolved fears of outreach and produced tangible results in our team's work.
Joe R - Phoenix AZ - Jack is simply at the top of his field with an incredible entrepreneurial spirit drawing him to start-ups and re-starts looking for accelerated revenue growth. He possesses the unique ability to tenaciously manage organizations to very specific tactical objectives while executing on the company's broader strategic vision. He is one of a very rare bread of sales and marketing professionals that insists on measuring all organizational results against a definable ROI. John's management style, integrity and transparent personality are second to none. He is simply a very high quality individual.
Heath T, - Austin TX. One of the highlights of my career to date has been working with Jack. As a seasoned sales professional, it's rare for me to encounter someone with a new "bag of tricks" when it comes to creating world-class results. I can say with absolutely no hyperbole that my time with Jack made me not only a better closer, but a better all-around person. Any organization would be lucky to have Jack as part of their leadership. I know I will carry the things I learned from him with me throughout the rest of my life, and I am better for knowing him.
David A. - UK - Jack Civatte changed my life! I travelled from the UK to Florida, USA specifically to meet John and his company. Never before (or since) have I met such a motivational and inspiring speaker. His company exceeded all expectations. Business through his company rapidly led to a personal relationship where Jack mentored me without realizing it! If you are in need of a professional who motivates and inspires, and knows how to achieve results, who operates with integrity - this is your man!
Adam G. - Austin TX. - Jack is one of the best sales coaches and strongest motivational forces I have ever had the pleasure to work with. His passion for excellence reaches the depths of each and every individual and positively impacts the quality and quantity of each individual's contribution. Jack's experience -and his powerful ability to self-enable the people he works with has been hugely beneficial to me both professionally and personally. Jack would be a valuable asset to any sales organization and comes with my highest recommendations.
Francis W. - Florida - Jack is a top-notch sales professional who understands how to sell, in addition to being one of the most persuasive professionals I have ever met. It's a great thing that there's nothing more important to him than his integrity, because it places him on the side of the customer in every situation. This makes him a strong partner to work with, from my experience.
Richard B. - Austin TX. - In my work with Jack, I have found him to be uncompromising about culture change in a sales organization. Specifically, he was able to take on a very tough project and provide revenue continuity while the necessary culture change to position for growth was occurring. This is a very difficult position for a sales leader. John was not only able to accomplish this but grow revenue and build a rock star team. He made it look easy, like masters do! Thank you, Jack, for your partnership.
Andrew G. - Jack is an open and honest businessman. He kept me fully informed at all stages of our business relationship. His energy is seemingly boundless. It was a pleasure to work with him. He would be a quality find for any organization looking to set a positive corporate culture.
Contact Us
We are always available to find solutions to your sales concerns
We love our customers, so feel free call 7 days a week.
