NEW YORK—Independent New York firm Peppercom has introduced Sales Shield, a new service designed to help companies protect their sales in times of crisis.
The service draws on Peppercom’s experience working with client sales forces, as well as on research indicating that 46 percent of the companies in crisis saw revenues drop an average of 28 percent the year following the crisis. Two years after the crisis, 28 percent of the companies experienced an average revenue drop of 43 percent.
“Sales Shield is designed for companies who experience any type of crisis, be it management ineptitude such as an SEC investigation, product tampering, or a counterintuitive crisis like a merger or acquisition,” says Ed Moed, managing partner of Peppercom. “Whatever the crisis, companies need to arm the sales force with appropriate information to keep the confidence of customers and prospects, allowing executives to focus on mitigating the crisis and getting the company refocused on business.”
Sales Shield’s methodology consists of a three-phase process that identifies a company’s level of credibility during a crisis and helps sets goals, procedures and standards for a company to refocus on business. Sales Shield analyzes the situation and assesses the company’s credibility and vulnerability via the Sales Shield Index. Once a company’s situation has been assessed, the focus turns to sales and organization-wide tools that are critical in maintaining revenue.
The in-depth program re-focuses the sales force by refining performance measures and standards, identifying and implementing retention strategies and modifying sales management techniques. Once new strategies, plans, messages, and processes are put in place, the Sales Shield Index is then reassessed to determine and ensure that the crisis has been contained and that appropriate action plans have been put into place for the company to move forward.
Peppercom is partnering with workplace consulting firm BakerER on the new offering.