CSC&C Consulting

Very few consulting firms specialize in B2B sales performance - and the handful that do tend to limit their focus on the most obvious areas, like headcount, technology, reporting structure, cost reduction and comp plans. And while there’s no disputing the importance of any of these, the truth is that there are also existing - and sometimes overlooked - conditions within most companies that can have a direct and sometimes significant impact on how a sales organization performs. We refer to these as Sales Performance Influencers, or SPIs.

In much the same way that holistic medicine treats the whole person, in developing a high-performing sales organization, it’s important to be fully aware of all factors that can impact your team’s performance - regardless of how big or small they might be. Additionally, it’s important to understand the ways in which many of these Sales Performance Influencers are interconnected or dependent upon other factors. For example, even if a company has the best-trained sales team in their industry, if they’re not deployed properly or supported by an adequate CRM system, most likely they will never achieve their full potential. 

With our deep expertise in B2B sales, we recognize the importance of tailoring each engagement based on a company’s unique requirements, challenges, and objectives. And whether that means working to resolve a specific problem or performing a comprehensive gap assessment analysis using our proprietary Sales Org Health Check®, we’re always motivated and driven by our primary objective: to improve the performance levels of our clients’ sales organizations.