For companies considering hiring a permanent head of sales but are not yet ready to make such a significant investment, they can opt for a fractional head of sales instead. A fractional head of sales can help the company make day-to-day improvements to its business, such as improving win-loss ratios and shortening sales cycles, while also ensuring that a permanent sales leader is set up for success.

An effective strategy is crucial for companies planning to expand from founder-led sales or scale up their sales organization. Building out a sales team is a daunting task and for start-ups that lack the name recognition and predictability of revenue for prospective reps, it’s even more difficult. Wrong hires can cost companies years of potential revenue growth. Constellation will work with you to help identify the right profile of a seller, vet candidates, help develop the value proposition you’ll leverage to attract and hire the right candidates, identify appropriate variable compensation models.

Constellation can develop and deploy a bespoke sales process that aligns with the current realities of the business but is exceptionally scalable. The framework of the process includes sales stages with clear exit criteria and sales tools that help mitigate deal risk and shorten sales cycles.

Companies frequently employ a finger-in-the-wind approach to pricing that fails them on multiple fronts. Constellation will work with you to review you current pricing methodology and offer a revised approach that will allow you to maximize revenue, while remaining competitive.

Constellation can conduct win/loss interviews and offer a comprehensive analysis of lessons learned. Further, for companies that don’t want to appear vindictive after a RFP loss, Constellation can conduct a FOIA on your behalf, while allowing you to remain anonomous and deliver an analysis on the strength of response as compared to your competitors.

Constellation can meet with your reps to review strategic deals, pressure test and offer coaching around those deals. Not only will the coaching improve win rates and reduce melt, but it will also help reps develop the right deal management habits over time.