Firm Pursuits
Subjects we're writing about
Areas
Timing
Subjects we're writing about
Sales Compensation: You thought you had it under control six months ago, but…
AREN'T THERE ENOUGH DISTRCTIONS TODAY...?
Areas
Management
Compensating Top Performers
Timing
Immediate
Review now for 1Q21
Subjects we're writing about
The Implication of a Missed Forecast
The plain truth is that only 1% of companies hit their financial forecast…
Areas
Pipeline
Forecasting in un-normal times
Timing
Near-Term
Integrate Tools in 1Q21
Subjects we're writing about
The Case for Assessment – It’s Open and Shut!
When decisions are based on instinct and what leaders think will happen, they aren't based in fact …
Areas
Enablement
Fact-based Discussions About Opportunities
Timing
Near-Term
Integrate Concepts in 1Q21
Subjects we're writing about
Sales Coaching – Informal, Infrequent, Ineffective?
76% of companies identify that sales coaching is important to their success, yet…
Areas
Management
Leveraging Your Force Multipliers
Timing
Ongoing
Monitor Adoption
View all of our articles in Insights
Win Rates
Stable since 2017 but a number that should be growing.
New Logos
Less than a third of new revenue came from new accounts.
5+ Months
Today’s average buying cycle today has increased to 5+ months.
6.4 Decision Makers
Average number of people involved in a complex sale today.
70.2% of Buyers
70.2% of Buyers – wait until after they have fully defined their needs before engaging a seller.
We provide services
globally
Chicago
Tampa
London
Brussels
Sydney
SCALABLE
Oak Island Associates scales up & down to meet any size engagement. Our consultants come from solid professional & academic backgrounds & can tailor solutions to meet your needs.
CULTURAL
Our professionals in North America, United Kingdom, Europe, & AsiaPac meet our clients global needs. With language proficiency, cultural knowledge & regional sensitivity we “get” issues clients face globally.
VIRTUAL
As a firm that is global in our roots, we are accustomed to working virtually across multiple geographies & in all time zones, making our adaptation to the age of COVID-19 all the more relevant & topical.
Pipeline is #1 concern
across all of our clients
77%
of Sales Organizations are not adapting their sales process to their customers’ changing buying process.
60%
Total Revenue Growth
Attributed to normalized scoring of opportunities using an opportunity scorecard.
21%
Strong Sales Process
Seen by organizations with a sales process that supports rigor needed to drive business.
18%
Overall Sales Increase
Fortune 50 company in the first year of implementation of a deal coaching process.
Revenue Increase
Firms that migrated from Informal Coaching to Dynamic Coaching – CSO Insights Sales Performance Study
Payoff
Improvement in performance across the middle 60% of any organization – Harvard Business Review
Quota Improvement
Salespeople receiving as little as 3 hours/month of coaching – Gartner Research, Sales Executive Council Research
Impact on Quota
If Coaching using CRM system aligned with a selling process – CSO Insights, 2019 World Class Sales Practices Study.
Coaching
Our consultants have a wide range of experience in sales effectiveness topics including Pipeline Health, Forecasting, Talent Lifecycle, Coaching & Leadership and Sales Enablement Technologies. Our goal is to rapidly assess, diagnose and prescribe solutions that you can implement using your own resources. We see ourselves as a true enabler of growth.
Our roots come from the space. We understand the entire investment lifecycle your firm experiences with it’s targets and portfolio companies, from pre-acquisition due diligence, to the final stages of divestiture preparation. As a true partner to founder-friendly PE firms, we understand that you have invested in management teams that are not looking for a long-term partner, but rather a firm that specializes in triage and enabling talented management teams to do what your hired them to do.