With nearly 30 years of experience, Monty Riffer and The Riffer Group have equipped companies and organizations with the necessary resources to excel at critical sales activities, such as creating the best sales force structure, territory planning, size, incentive planning, and sales channels. These leverage both direct and indirect paths to market. Additionally, The Riffer Group has had extraordinary results with integrating sales and marketing programs that result in higher levels of efficiency. Under the tutelage of The Riffer Group, several companies have gained market share by vastly improving performance of their sales organizations.
Your sales force is the lifeblood of your company; everything begins with the sale. While companies view their sales team as the most valuable resource of the organization, to succeed in aggressive growth and high performance, your company needs a proven, winning sales team. Success doesn’t just happen. Your executives must plan for it.
Implementing and developing your sales force requires understanding your target market, customers, and their potential. The Riffer Group’s proven best practices methods focus on the effectiveness of your sales team and the key leaders responsible for developing and implementing solutions that will maximize your revenue performance.
When structuring or restructuring your sales force, ask yourself the following questions:
The Riffer Group assists you with defining areas where your team excels and areas where improvements are needed. Once both have been defined, you can better determine how to maximize your assets, adjust operations, and implement new processes.
Since every organization and sales department is unique, a “cookie-cutter” approach won’t work, because there’s no “one-size-fits-all” solution. All recommendations are tailored specifically to your organization’s needs, ultimately ending with your ability to measure results.
The Riffer Group analyzes your current sales processes to get a clear understanding of your business goals. At this point, we provide:
Each component is designed to give you and your sales managers guidance in achieving individual goals; in turn, this helps you reach your corporate revenue goals.
The Riffer Group’s goal is to develop your sales force's skills and abilities to ultimately boost and maximize their performance. We also address issues and challenges that can hinder performance. Our coaching services provide you with an advantage over your competition and a proven approach to helping your team explore their goals, ambitions, and the satisfaction of achieving both.
We coach sales executives, account managers, marketing managers, and sales and marketing executives. When we coach, your sales team will develop at a faster pace, produce better results, set goals and objectives, develop an action plan, and make decisions utilizing their strengths.
We bring out the best in members of your sales team and others in your organization. We evaluate and assess their strengths and weakness and inspire them to achieve better results. Our coaching approach recognizes the uniqueness of each individual and we coach to strengths and abilities.
Our stance is, “You manage things, but influence people.” In today’s market place and culture, people resist being told what to do. Your employees want to be trained, empowered, and guided. Micromanaging is not effective and won’t provide an environment that inspires them to perform at their best and obtain excellent results.