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Sales Consultancy

Digital Doors is recognised for our innovation and expertise in sales training and sales performance consulting. We have been working with companies, sales executives, and sales teams of all sizes for over two decades, providing them with the necessary sales processes, skills and knowledge to help them unleash their sales potential.

Our team is passionate about sales, and is excited to be working alongside growing Irish companies to deliver an exceptional sales training and consulting experience, customised to their industry and sales channel needs.

We are fans of technology, but only because it can and does multiply performance, eliminate or reduce repetitive tasks, and free up time for the sales professionals to spend their time actually selling. However, we are conscious that introducing technology can be challenging, and risky, and we use our expertise to eliminate risk, overcome user resistance, and reassure the team that the technology won’t complicate their workday, but will instead compliment it.

We can demonstrate where we have made an impact with our clients, and continue to do so. Why don’t you give us a few minutes and see if we can add value to your sales operation?

Sales Coaching

Let’s start with – What is Sales Coaching?

Sales coaching is the process of evaluating a particular sales professional’s skills, knowledge and readiness, and providing feedback and a roadmap for continuous performance improvement.

Academia offers a more formal definition:

“Sales coaching is a leadership skill that develops each salesperson’s full potential. Sales managers use their domain expertise along with social, communication, and questioning skills to facilitate conversations with their team members that allow them to discover areas for improvement and possibilities to break through to new levels of success.”

Coaching is often led by sales managers and facilitated by sales consultants such as ourselves. Many companies provide in-person coaching (i.e., role plays) where managers might define specific scenarios and see how reps handle them in a simulated environment. The manager can then point out the reps’ strengths and areas of improvement and define steps they can take when it’s time to gage with or meet the buyers.

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Of course, not every business has a sales manager, or the existing sales manager mightn’t be strong at coaching. Also, these simulated environments can sometimes be far removed from the actual experience in the real world.

Digital Doors offers a sales coaching service that is formulated to deliver success very quickly, and thus an immediate return on investment. We do not favour an academic approach, but prefer a hands-on face to face delivery with impact. We often accompany the sales professional into the real world scenarios, and provide live coaching. We can assist the sales manager on developing a coaching programme, or we can deliver the programme to individual employees.

The first challenge we face when coaching a sales professional for the first time is to determine how that person learns. Everyone is different. Everyone learns differently.

Our approach isn’t as simple as attempting to put sales people into personality boxes and trying to only give them material that matches their “style”. Typically, that isn’t going to make them retain information in the longer term. Most people benefit from a range of teaching techniques, and utilising different learning methods can actually improve learners’ adaptability.

Nevertheless, it’s certainly true that there are a variety of learning methods people respond to, and our goal is to use the most effective method for a particular sales professional, for the particular skill or attribute we are trying to improve.

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We recognise 4 broad styles of learning, each using techniques that learners of that style should find most useful.

Have a look through each one, and ask yourself: do you find them all equally engaging? Is there one (or more) that you prefer above the others?

Our goal is to identify the best mix of styles, and then engage through that method to deliver immediate results.

Visual

Someone with a preference for visual learning is partial to seeing and observing things, including pictures, diagrams, written directions and more. This is also referred to as the “spatial” learning style. Students who learn through sight understand information better when it’s presented in a visual way. These are your doodling students, your list makers and your students who take notes.

Aural

Aural or auditory learners tend to learn better when the subject matter is reinforced by sound. These students would much rather listen to a lecture than read written notes, and they often use their own voices to reinforce new concepts and ideas. These types of learners prefer reading out loud to themselves. They aren’t afraid to speak up in class and are great at verbally explaining things. Additionally, they may be slower at reading and may often repeat things a teacher tells them.Do you tune out or find yourself remembering more than if you read a piece of learning?

Reading / Writing Learners

Someone with a preference for visual learning is partial to seeing and observing things, including pictures, diagrams, written directions and more. This is also referred to as the “spatial” learning style. Students who learn through sight understand information better when it’s presented in a visual way. These are your doodling students, your list makers and your students who take notes.

Kinaesthetic

Kinesthetic learners, sometimes called tactile learners, learn through experiencing or doing things. They like to get involved by acting out events or using their hands to touch and handle in order to understand concepts. These types of learners might struggle to sit still and often excel at sports or like to dance. They may need to take more frequent breaks when studying.

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 Why is Sales Coaching Important?

Sales coaching is essential for many reasons. First, it helps reps continuously improve their performance through feedback, practice, and repetition. Next, it allows sales managers to improve sales processes, training techniques and pinpoint progress and areas of improvement for their teams. Most importantly, research has shown that coaching has a significant impact on results.

If companies don’t have the right approach, the results reflect that. Research has found that an informal or laissez-faire coaching strategy (where the process is up to sales managers alone) can hurt win rates significantly.

It should be acknowledged that coaching should not be reserved for underperforming team members. In fact, the greatest return on coaching investment is often from the high achievers in your sales team.

From time to time, we offer our sales coaching service directly to the employee or to entrepreneurs who need help with their selling. If you would like to book a sales coaching session directly, you can do so with the link below.

Sales Training

Digital Doors is recognised for their innovation and expertise in sales training and sales performance consulting. We have been working with companies, sales executives, and sales teams of all sizes for over two decades, providing them with the necessary sales processes, skills and knowledge to help them unleash their sales potential.

Our team is passionate about sales, and is excited to be working alongside growing Irish companies to deliver an exceptional sales training and consulting experience, customised to their industry and sales channel needs.

We are fans of technology, but only because it can and does multiply performance, eliminate or reduce repetitive tasks, and free up time for the sales professionals to spend their time actually selling. However, we are conscious that introducing technology can be challenging, and risky, and we use our expertise to eliminate risk, overcome user resistance, and reassure the team that the technology won’t complicate their workday, but will instead compliment it.

We can demonstrate where we have made an impact with our clients, and continue to do so. Why don’t you give us a few minutes and see if we can add value to your sales operation?

Outsourced Sales Management

We offer our clients an outsourced sales management service. This might be due to the sales team not being of a sufficient size to require a full time resource. It might be that they struggle to attract suitable talent, or I might be because they prefer the service we deliver.

The requirements will obviously depend greatly on your own business, and your sales teams deficits, Sales Management  isn’t something we usually consider without having an existing relationship with a client, but it can be a powerful accelerator to growing a strong sales team quickly, and delivering value.

Digital Audit

If you do not at least know what options are available to your business or organisation through the adoption of digital technology, you are at a competitive disadvantage. At very least, you should know what is available, what are your options, and you should be making informed decisions.

You may decide not to adopt any of these technologies, or you make plan a digital roadmap that will take a longer time to implement. Or you may decide it is time to quickly undertake a digital transformation.

At the very least you should arm yourself with the information to make an informed decision. There are a variety of very generous funding streams available to business that should substantially cover the cost of a comprehensive digital audit. Contact Digital Doors to discuss your options.

Digitalisation / Digital Transformation

Digital Doors help businesses to digitise and automate their sales operations, from the migration to a cloudbased CRM system to the creation and execution of automations of repetitive sales-related tasks. Our goal is to
help our client increase efficiency, improve the customer acquisition and onboarding experience, and to better
utilise data to provide accurate forecasting and measure KPIs. We utilise state-of-art software tools and database
& process mining to skills to generate insights and create value from existing data and processes. We are certified
experts in Pipedrive CRM, and we are a Celonis process mining partner. We have strong experience in building successful sales teams, and what digital technologies are best sited to assist.

The whole Digitalisation and Digital Transformation journey can be impenetrable, with jargon, clichés and technology for the sake of technology. Consultants can be far removed from the real world, or offer wholly impractical solutions.

Digital Doors takes a common sense approach. We try our very best to use ordinary language and concepts. We ensure or solution is simple, practical, user friendly, affordable, and most importantly, low risk.

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If you would like to investigate how digital technologies might benefit you in a jargon free conversation, please contact Digital Doors.

Sales Recruitment

Don’t hire salespeople. Hire great salespeople.

Digital Doors is known as a trusted and respected adviser to many organisations. We can access and place candidates that are simply not available to traditional recruitment firms or methods.

How We Help You Hire Better

As a direct contact head hunter, we don’t just sit back and search a database of unemployed, unmotivated, underperforming or unhappy candidates. We leverage our vast network of contacts and conduct in-depth research to find the sales superstars who will make a real difference to your team and your revenues.

This proactive approach helps us respond quickly with better qualified sales candidates. As sales professionals ourselves, we know what it takes to recruit the most successful salespeople in the market.

M&A / Business Expansion

Building an efficient sales team, and delivering an excellent product or service is the traditional route to growing market share. However, sometimes this can be too slow, and once you maximise market share, where do you grow from there. Another strategy to growing market share, or increasing your service/product offering, is to acquire or merge with competitors or providers in parallel product or service streams.

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Digital Doors offers a very confidential service to our clients where we explore merger and acquisition opportunities in your market. We have had success in this area where our client wants to rapidly grow turnover, or wants to exit the business, or a particular part of the offering altogether. If you would like to explore a strategy on Mergers & Acquisitions, or are considering a business sale, please contact us in complete confidence.

CRM Selection

There area wide array of options for Sales CRM systems, and not every system is the best choice for every situation. Some companies will prefer Salesforce, others Hubspot, and many will prefer an easy to use, easy to implement, and easy to manage option such as Pipedrive.

Digital Doors can help you make that selection, as we are very aware of what choices are available, what features are in each system, and what the positives and negatives there are with typical systems.

Since many CRM vendors have upped their game and the playing field has shifted to be more competitive, the selection of the new platform has become more complicated .

Checklist of CRM Requirements

The CRM platform can obtain the longest toolset of capabilities, but it can be a poor choice for your company if the solution lacks the functionality you really need and doesn’t fit your budget. Hence, the first step in your CRM selection is to establish the primary demands your solution must meet before you begin evaluating the platforms. Some key features to consider when gathering your requirements include:

• Contact Management. Handle all contacts efficiently to satisfy your current business processes. Also, the platform can comprise auto-response integration and follow-up reminders, along with the ability to display the main information on each lead.
• Sales Pipeline Visualisation. Explore the visual representation of the sales pipeline together with all contacted leads that are in the customer journey.
• Reporting and Analytics.  Reports provide you with the necessary data for optimising the sales and marketing efforts. They help you determine the the poor performing areas. Also, the predictive analytics parses the historical data to make the predictions on further company efforts and activities. In this way, it can help you identify the optimal times to contact the potential customer or which potential customers to contact.
• Marketing Automation Integration. Create closer relationships with your clients by integrating your CRM with marketing automation tools for the seamless sales and marketing experience.  
• Lead Management. Nature and qualify leads, as well as use a lead scoring to analyse and identify the priority of the contacts.
• Mobile. Access the critical lead information on a go, and make the notes directly through a smartphone or tablet.

If you want assistance choosing your best Sales CRM system, please get in touch.

CRM Migration

Once you have made the decision to move to a particular CRM platform, you face the challenge of getting your data form all the different laces you currently have it stored. That might be on your financial software, your existing sales management system, various google or excel sheets, emails, paper diaries, and even boxes of business cards.

When you need to migrate to a new CRM platform you should analyse which data you want to keep unchanged, reorganise, update, or even delete. You will need to figure out how you want to organise your data and contact information, and plan out your sales roadmap.

There are a variety of software tools that will help you with the migration, but there should be planning, testing, backups, and a well thought out process before the migration is undertaken.

Digital Doors can help you plan out the migration, or carry it out on your behalf. If you are carrying out the migration yourself, you should take note of the following:

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Best Practices for a Successful CRM Migration

Generally speaking, there are three approaches that you can choose from:

1. Uploading an archive through the legacy CRM tool’s user interface

Download all the data from your legacy system and upload it into the new CRM System. While this sounds simple, the success of this method depends on whether the files are compatible with the new CRM system and whether the data structure is similar.

2. Using third-party CRM data migration solutions

Install a new application to do the footwork of the migration for you. This method will work only if the two systems are similar, which is rarely the case.

3. Using a custom script or tool

This is the most efficient way to migrate your data, as it allows you to transfer third-party integrations as well. In this case, data migration is done using API calls or comprehensive imports/exports. This approach also implies that you customise your target CRM. The only thing you may consider is that you are likely to need the help of qualified developers.

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How To Prepare For Your CRM Migration

Whichever approach you opt for, you need to plan ahead and prepare for the migration procedure properly. Here are seven steps you need to take:

1. Prepare Stakeholders For CRM Migration

Before you start working on the technical aspects of your migration, you should bring together the CRM end users and decision makers. Together, you can determine what exactly you expect to achieve with the new CRM system. Discuss what needs to be improved, what data is critical to keep, and what data can be deleted.

2. Compare Legacy & Target CRM Systems

Determine what types of data and fields can be used in the target CRM. Then, take a look at your current system and analyze whether all its data and field types can be transferred into the new one. If you have customized fields (and chances are you do), see if the new CRM can be customized in the same way to make the migration possible.

3. Analyse & Prepare The Data

This is the most crucial step. You need to analyse what data your legacy CRM contains, its formats and types, how it is organised, and what CRM data you need to migrate. This is also when you should get rid of any duplicate data. Once you’ve done this, you should create a data map which describes what data goes where.

4. Backup Your Data

Considering how important this CRM data is for your business, you should definitely create a backup in case something goes wrong. You can rest assured that you won’t lose any data. If you turn to another company to migrate your data and they don’t mention backing up your data, cooperating with them is not a good idea.

5. Customise The Target CRM

We’ve already mentioned customized fields. Now it’s time to customize the target CRM system to make migrating data from customized field possible. Besides, you can get rid of the fields you are not going to use.

6. Create The Migration Script Or Tool

This is the most technical part of the whole process. It can be a script or a tool that does all the work for you. Unless you have a CRM data migration specialist on your team, we strongly recommend you to turn the company that provides such services such as Digital Doors. A single mistake in the code may cost you gravely, so it’s not something you should try to save on.

7. Test Before Migration

Testing is always important when you create new tools, and CRM migration tools are no exception. You should try transferring one or several pieces of data to see if the tool works the way it should and whether you have prepared your data and its structure properly. This is when you may see that some data gets lost or its format is incompatible with the target CRM.

You can see the typical costs of a CRM Migration to a system like Pipedrive CRM here. If you would like to discuss CRM Migration options, please contact us.