Fast – Effective – Sustainable – Affordable
Specialties:
- All Sales Development models
- Technology and non-technology companies
- Multi-channel business strategies
- Product led business strategies
Sales Development – A Proven Growth Strategy
Each year, thousands of pro growth companies implement Sales Development within their business as a strategic step toward fueling revenue. The Sales Development function is a specialized team of Sales Development Representatives (SDRs) focused on outbound prospecting and/or inbound lead qualification, with the objective of creating high-quality engagement opportunities for their counterparts (the closers). This partnership Sales model allows your closers to concentrate on the complex work of progressing opportunities through the pipeline to close, while your SDRs concentrate on keeping the funnel full.
Specialize
Accelerate
Compete
A successful Sales Development Implementation will increase your new business growth rate by two-to-four times (2x to 4x) what it is today, making the allure of starting a Sales Development team pretty clear… but how to successfully implement the function within your business might not be as clear. Sales Development Implementations are multifaceted and therefore having the right support along the way can be the difference between achieving excellence and having an shoddy program.
We Are Your Sales Development Implementation Partner
Implementing a Sales Development practice can be complex with an assortment of potential pitfalls relative to People, Process and/or Tools. This only increases the importance of ‘getting it right’ during the implementation phase. Working with 3LINK consulting will help ensure you avoid wasted time and investments, costly distractions to the business, cultural resistance, and a Sales Development practice that sputters out poor performance.
The many roles of your Sales Development Implementation Consultant
Strategic Adviser
The first role of your 3Link Sales Development Implementation Consultant is one of an adviser. A role based on many years of hands-on experience acquiring the knowledge needed to guide Leadership teams accurately through the process of implementing their Sales Development strategy. This is particularly important during the initial phases while preparing plans for the business that generate new Sales opportunities.
Recruiter
Building an SDR team involves hiring at scale, which makes recruiting one of the most important functions. You would be running a risk in your hiring strategy without someone who has the experience of attracting top talent and pursuing high-caliber SDRs. There is a considerable amount of interviewing that takes place while assembling the team and your 3Link Sales Development Implementation Consultant comes equipped with a great deal of experience in conducting interviews and evaluating candidates.
Sales Process Engineer
One of the first steps in establishing how a Sales Development team will be incorporated into the business, is re-engineering your existing Sales process to include the new function. There are many dynamics at play when doing this which can have downstream implications if not thought through completely. A poorly engineered Sales Development process will result in poor execution and a frustrated Sales organization. With help from your 3Link Sales Development Implementation Consultant, you can rest assured that your Sales Process will be optimized for your ideal outcomes.
Salesforce Administrator
Implementing a Sales Development practice will require customizations to your instance of Salesforce.com. If your company does not already have a dedicated Salesforce.com administrator on staff, your 3Link Sales Development Implementation Consultant is capable of assisting with executing the changes.
Sales Trainer & Coach
To bring a group of new Salespeople up to speed on how to sell the company’s products and/or services, quickly, takes years of practice and if not executed effectively, your SDRs will have a false start. 3Link will work with your team to develop an effective on-boarding experience with a training program that has proven to develop high-caliber SDRs.
Sales Operations Analyst
At the initial phase of implementing a Sales Development practice, your 3Link Sales Development Implementation Consultant will be involved in designing and managing the SDR incentive process, SDR performance data, and all the tools associated with the Sales Development team. This requires significant attention to analytical trends, strong Salesforce.com administrator experience, and deep familiarity with Excel. In addition, 3Link will help with quality, accuracy and timeliness of SDR related reporting.
A Value-Based Approach to Process Improvement
The 3LINK Sales Development Implementation model allows you to leverage the team you already have, while at the same time, ensuring the program is constructed with the guidance of an implementation expert. We advise, as well as actively participate in, designing, implementing and scaling your organization’s Sales Development practice.
Fast
Effective
Sustainable
Affordable
Our Approach
In our approach, your new Sales Development practice will evolve from a concept to converting and below are the three (3) general phases of every 3LINK Sales Development Implementation project.
Design
We start by working with you and your team to align to the business strategy ensuring a strong strategic fit with new Sales Development capability. Then we outline together the desired outcomes of your Sales Development practice, along with a detailed, data-driven, forecast plan. Once we establish the scope of the SDR role within your business, we will decide on the necessary skills and experience of an ideal candidate before we execute the recruiting strategy.
Recruit
Hiring the right people is arguably the most important part of the entire program and recruiting for high-caliber SDRs can be especially difficult without help. Your recruiting strategy has to be bullet-proof in order to secure the best possible talent in a short order. With 3LINK Sales Development Implementation Consulting, we lead the full recruiting effort: writing the job description, posting the position, pursuing passive candidates, resume screening, coordinating, interviewing and advising during the final selection process.
Scale Up
Properly enabling a new Sales Development team from the beginning is essential for a quick start and long-term sustainable performance. The 3Link Sales Development Implementation project includes designing a comprehensive and fully customized onboarding/training plan that will typically have the new SDRs ready to commence outreach efforts in under two-weeks. From there, we will work with you on performance management techniques while also working together on transitioning the team to a permanent manager.
Our Approach
3LINK Consulting leverages a familiar organizational change framework in how we help with resource management during the engagement. We ensure the elements of People, Process, and Tools are fully aligned with the project objectives, budget and desired timeline..
People
While your Sales Development practice is built to best compliment your business strategy and its associated sales process, we will help to humanize the Sales Development machine during the implementation. Often, transformation projects overly focus on process improvement and business process reengineering; while effectively ignoring the people aspect of the change initiative. With 3LINK Consulting, you can rest assured that your company’s culture is at the center of our focus as we help you achieve the objectives you have set for your new Sales Development team.
Process
Together we will engineer a data-driven Sales Development process that will enable predictability and allow your sales efforts to scale. Through our years of research and experience working with executives on early stage Sales Development practices, we have developed an unparalleled ability of pattern recognition when setting the effort and effectiveness standards for your new Sales Development team. Automating as many of the processes as we can is an essential element during the implementation phase and 3LINK Consulting will help guide you through every step.
Tools
3LINK Consulting is a hands-on partner in customizing your Salesforce.com (CRM) instance to your specific SDR processes while ensuring a tight integration of all SDR technology in order to realize the maximum business value. Selecting the right acceleration tools to help your SDRs to be both efficient and effective with their time is an important step in the project, and an area where 3LINK Consulting specializes.
READY TO GET STARTED?
Schedule a FREE 30-minute Discovery Call with us to learn more and inquire about pricing.
Thousands of companies around the world will implement a Sales Development function this year and many of them will not fulfill their potential due to inadequate design, implementation, and/or oversight. Don’t let that happen to you.
Allow us to help you implement a world-class Sales Development team.
About 3Link Consulting
3Link was founded in 2010 by Derrick L. Williams Jr., the company’s Principle Consultant. Derrick is a highly experienced and accomplished sales professional, spending over 20-years driving sales for businesses of all sizes, from F500 to VC-backed startups.
For the past several years, Derrick has been successfully building high-performance Sales Development teams for startups in a variety of industries.
Testimonials
We hired Derrick to develop our inside sales development team at Providence. Derrick hired a team, created a
training curriculum, and provided 1:1 development for each of our newly hired SDRs. His significant experience
with Salesforce.com helped our Sales Ops team implement expanded functionality and create metric-rich
dashboards used to better manage the business. Derrick applied his sales development background in enterprise software and consumer technology to create a sales development plan for spinal implant sales. His work at
Providence helped launch successful new territories in Southern California and laid the foundation for our inside
sales pilot of FuseBox in the ASC. I highly recommend Derrick for any organization looking to implement and/or scale a sales development program. He is a hard-working, results-driven sales leader that will help your organization scale to the next level.
I’ve worked with and for many sales professionals. Although my jobs have not been directly tied to quota based selling it has always been something that fascinates me. It wasn’t until I started following Derrick that it all
started to click and make sense. Derrick not only knows what he is talking about, but he can coach, teach and facilitate the learning process to shorten the learning curve. That is truly something this industry is lacking.
There are a lot of people that know sales, but it takes a true professional to be able to understand it and transfer that knowledge and understanding to someone who is attempting to learn the profession. Too often I see people
give face value information, but Derrick provides deep actionable information that you can use that day. Earlier this week Derrick spent time talking with me about job related competencies and not only did he help me further my career, but he helped me understand my strengths and my future in the industry I am in. There aren’t many people in Derrick’s position that would have taken time out of their day to truly give actionable information, and Derrick did that without any question or asking anything in return. There are very few people that have my business and recommendation after one conversation, but Derrick is one of those people. If you’re looking to better your sales skills, your sales team, or just have a conversation with someone who genuinely cares about human beings and their success look no further. Derrick, I appreciate your time and I look forward to continuing to work together in the future.