Tarmo Riit
Tarmo Riit

SALES RESTART consulting




Find out how the SALES RESTART consulting service is related to our other sales consulting services.

SALES RESTART is my main service and is suitable for companies that want a comprehensive, objective and honest assessment of their current sales activities, maintain well-performing activities and receive independent, specific recommendations to take sales to the next level and ensure the company's continued competitiveness.


We will do this in four steps.


First, contact me by phone (+372 5094 786) or fill out the contact form on my website. Let's make an appointment to talk briefly about your situation and whether or not the SALES RESTART consulting service is right for you. I assume you want to increase your market share…


Second, we will send/receive the raw materials from you:


- You will receive a contract by email (to sign and return)


- In addition to the basic list of materials that we collect (the obligation not to disclose the materials is already included in the agreement that we have signed to ensure the confidentiality of your company.)


- Once you have officially confirmed our engagement, we will send you an advance invoice.


- After receiving the payment, we expect that you will first send us a list of all sales-related employees (sales, support staff, logistics), including CEOs, so that we can send a list of the required initial materials, questionnaires.


- During the next 1 week, we will provide you with a detailed list of the materials we need, prepared questionnaires in order to carry out/ issue high-quality research, analyses, findings, proposals.


- During the next 2 weeks, we expect to receive all the collected materials/completed questionnaires requested by us.


Third, we do most of our research and share our findings with you.


This will take at least 5 weeks, but usually 6-8 weeks (depending on your schedule). You control the pace of work execution. During this time we have accounted for at least six different meetings and discussions. There is enough time between tasks related to the completion of individual modules to analyze and make decisions. After each meeting, you will receive a summary of the next steps for both parties, including important internal steps.


Modules we cover in our SALES RESTART consulting service:


1. Strategy, positioning in the market.


2. Benchmarking with key competitors, best practices.


3. Setting sales goals, monitoring fulfillment.


4. Sales process of products, services, sales channels, customer relationship management, marketing related to the sales process.


5. Structuring the roles of sales and support staff


6. Recruiting, "onboarding", training, motivating and retaining sales and support staff


7. Future proof of sales development


In the course of work, as a result of the findings, it may become clear that it is necessary to emphasize one or another module. For example, it is possible to improve persistently low pricing with renewed positioning in the market or better structuring of the roles of sales and support staff, etc.


At the end of the work, we will provide you with a report of the company's current sales performance, a list of sales activities that we believe are working well, and a list of our proposed changes with reasons.


Fourth, I advise you during the implementation of the final selected changes. I will help you by phone or email with brief comments for up to three months (unlimited short communications) or with three important phone or web calls regarding a previously prepared problem package, whichever comes first.


You will start to see positive changes already at the beginning of the cooperation. In fact, the very collection of materials helps the management to see the company's sales activities from a new point of view compared to before. The actual implementation of changes usually requires determination from the management and intelligent overcoming of possible opposition within the company. Some changes can be implemented quickly and others can take up to eighteen months. The recommendation is to find a balance between the possible positive effect and the accompanying short-term disturbances, which I try to minimize as much as possible with my advice.


Provision of service.


Communication. Online, meetings at the client's place, in exceptional cases in conference rooms rented by us (the rental fee is added to the cost of the service).


Durability. Six to ten weeks until the report is ready, plus 3 months of follow-up consultation.


Creating a schedule. In cooperation with the client within 1-3 weeks after signing the contract.


The nature of the service. Recommendations, advice and materials presented in writing and graphically, which have proven their effectiveness in my practical work and are in line with modern good practices and are carefully and precisely worded.


Consulting related to the implementation of selected changes. Up to three months, covering up to three important telephone communications. They are based on the agenda, we assume that you prepare all the important questions at the moment and that we can handle them as a package during the agreed communication. We do not count quick phone calls and email exchanges within three months as significant communications.


Customer Participation Resource.


- Sales statistics and the like. collection of materials, preparation (by an authorized employee) for delivery to us approx. 3 hours.


- Sales and support staff members' conversations with us and answers to our questionnaire 30 minutes per employee.


- The director's participation in meetings with us and in the transmission of materials belonging to the competence/ a total of approximately 10-14 hours.


- Participation of management employees in meetings/communications with us - a few hours, depending on the situation.


Suitability of our service. The best use of our expertise is to start working with an ordinary sales company and make it exceptional in its field as we go along.


Our ideal client…


Manages a small-medium (1-100 people) B2B private company that sells goods or services either on the domestic market or on export markets.


The head of the company works with me directly as a decision maker, not through another employee.


Faced with a sales issue or strategic transition that is important. I usually imagine this as a situation that keeps the manager in a constant state of stress about sales results, or the manager becomes convinced that the market has changed, but the company's current sales activities continue routinely according to previous practices, and the market share is shrinking.


And who will hire me primarily because of my expertise (30 years of developing B2B sales companies), and not just because I would simply approve of the previous sales work as an outsider.


He should be willing to let me (1) decide which symptoms are really important; (2) diagnose problems more accurately; (3) and recommend the best solutions that can lead to real change in sales, but minimize the disruption of change as much as possible.


He is ready from the beginning for open collaboration, listening and reading the transmitted materials with intense concentration, and then also implementing the changes into reality. I'm here to help, but an effective process is always a two-way street.


He understands that the reward for our service, considering its impact on the business, is small compared to the cost of continuing in the same routine.


Is open to different points of view than before, but takes enough time to understand new points of view, to match them with his beliefs, to experiment.

Cost. The cost of my SALES RESTART consultation depends on the specific situation and will be revealed after the free initial consultation and clarification of the situation in our Offer.


Payment: 30% in advance, 40% at the end of the 4th week of order fulfillment - considering the date of signing the contract, 30% after order fulfillment.


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