Perhaps Dartmouth’s biggest differentiator is our confidence in our ability to deliver improved sales performance which is reflected in our fee structure. We work with you on a 12-24 month agreement (no contract unless you require one!). Initially, you pay us 25% of our total fees to cover design and customization of the engagement, while the remaining balance is amortized over the remaining 12-24 month period. If, for any reason, you decide you are not satisfied with the value you are receiving, you may cancel with 30 days written notice without any penalties or further obligations. Why? We believe strongly that we must do what we say we will do and create client value, or you should not continue to invest your money in our engagement. This also ensures that Dartmouth works as hard as you do to achieve success.
Dartmouth consultation is based on research, not current trends or opinions which may or may not be correct. Dartmouth tends to run contrary to conventional wisdom, meaning that by focusing upon counter-intuitive principles and behaviors of selling, managing, and recruiting, you are more likely to improve the performance of your entire sales organization.
For example, conventional wisdom says that the more sales calls sales people make, the more likely they will be to improve their performance. In fact, this is only a partial truth, because high sales activity levels in the area of new business calls, proposals, or product demonstrations tend to work best in the transactional or simple, low-value sale.
In the consultative type of sale, which is much more complex in nature, results are not so much about sales activity levels as they are about how people behave once they are in front of customers. So if your company is tracking sales call activity in the high-level sale, you may be placing your emphasis on the wrong thing. You should be measuring the effectiveness of your sales people once they are in front of the customer and not measuring how many customers they are able to contact.
Using scientific research, The Dartmouth Group emphasizes behavioral change to improve the sales performance and the profitability of sales people. |
