Amit Sharma CEO - Dishah Consultants
Great Companies- What made you start a company like Dishah Consultants when there are already so many companies providing consulting services?
Amit Sharma | Yes, there are many National & International Consulting Companies operating in Indian domestic market, offering a wide variety of consulting services ranging from strategy to business, operation, financial etc… etc… However, there are hardly a few, who are laser focused on Sales Strategy Consulting for today’s competitive landscape. The need of the hour for a business is an optimized Sales Operation to overcome tough competition. Business today, be it corporate, Small & Medium Business or Startups are bleeding Market Share, Revenue and Profit share due to ‘cut-throat’ competition. An organization’s current Sales Operation Capability is ‘unorganized’ and ‘in-complete’ to handle current competitive landscape. The reason being, businesses are taking traditional approach to target 21st century competition. Their approach is to target a couple of top competition that is frequently encountered. But the competitive landscape is filled with multiple challenges; there is -
● Established Competitor - Stronger and Established Brands holding the lion's share of the market, giving smaller businesses tough chase for their money. Smaller Businesses in the absence of a proper ‘Unique Value Proposition’ are struggling to find a way to compete and win deals. ● Cheaper Competitor - Brands competing purely based on ‘price’ factor and snatching away majority of deals from a business. And, businesses, including their Sales Teams are ‘clueless’ about facing such competition. As such, there prefer to turn a ‘blind eye’ to it. This is hurting businesses beyond repair. . ● Unorganized competitor - Brands that are virtually ‘non-existent’ but proving fatal for businesses. Such competition show up in the last minute and steals the show with their surprise deal package and businesses are clueless about their presence and how to tackle it? This extreme situation demands a laser focused ‘Sales Strategy’ that is designed for the competitive landscape of all flavours. Unless Sales Operations and Sales Team Capability is geared towards tackling all types of competition, businesses will find themselves on the struggling end, wanting for more business, share and revenue. Dishah’s realized this demanding situation and stepped up to offer ‘Sales Consulting’ solutions to give business a sharp edge against all types of prevailing competition. Our Services are focused on building & optimizing Sales Operation and Sales Team Capabilities through our Sales Consulting and Training Services to overcome Competitive Landscape Challenges and gain 20 to 50% Revenue in 12 to 16 weeks. And the result is, today, we are consulting many top brands in the industry and Dishah has been recognized among Top Sales Consulting Companies in India by CR Magazine.
Great Companies- Your company provides a lot of sales training and consulting programs, how do you ensure efficient and productive results?
Amit Sharma | This is the major challenge for businesses. Businesses need efficient and productive results. It is not possible with just Strategy Building or Implementation services. They needed something more to produce great results. Dishah as such came up with ‘Sales Consulting and Training’ Packages that deliver precisely what businesses need - Laser Focus, Consistent Efforts, Continuous Adjustments with varying output to produce efficient and productive results. Dishah focus on providing a strong ‘Unique Value Proposition’ to organization through its Sales Consulting Services to ensure organization is putting a strong foundation against tough competition. Further, our Sales Capability building services ensure, Sales Operation and Sales Team capability is synchronized to the greater vision of the organization to take up competition ‘head-on’ and win it easily. The result of this is, our customers are seeing a deal conversion leap of 20% to 80% within 8 to 16 weeks.
Great Companies- You must have faced difficulties when you established this company, what were they and how did you cope with it?
Amit Sharma : Yes, there were many. In fact, we are still facing a lot of challenges as we are growing in leaps and bounds. However, our biggest challenge during our inception was making our presence felt in the SMB & SME sector. It’s funny in a sense, we were facing the same challenge we set out to solve for other businesses - overcoming ‘tough’ & ‘unorganized’ competition to position ourselves as the ‘Trusted’ brand to solve ‘Demand Generation’ & ‘Customer Acquisition’ problem. It gets more tricky in the startup landscape who are always short of capital and resources. ‘Demand Generation’ and ‘Customer Acquisition’ are the two biggest problems that businesses of all scales are desperately looking to solve. To overcome it, we created a framework that is a combination of 21st century Sales Strategies, Content Marketing, Unique Value Proposition and Social Selling. This framework proved to be very effective to an extent that our outbound marketing transitioned to Inbound Marketing within 1 year of implementation. When we realized the results, we dropped the idea of being an ‘All-In-One’ Consulting Company like other players in the market. Instead, we re-adjusted our course to offer our proven framework as ‘Sales Consulting & Training’ that is proving to be ‘oxygen’ for today’s businesses. And, it’s not just us, our customers are also realizing the same level of benefits.
Great Companies- You are trusted by many high profile companies, how has your journey been so far?
Amit Sharma | Yes, we are associated with many top corporate and high profile companies. It was very challenging to make in-roads into corporate sector especially for an organization that is just 3 years old. It’s even harder to keep up their expectations. Otherwise, maintaining relationships and drawing regular business can be challenging. One thing that has been helping us keeping demanding clients happy are delivering Consistent Results. And, we could make it possible by building an in-house high level of competency with our Sales Consultants and Corporate Trainers. With top resources available, we could help our customers build and operate highly optimized sales operation that work as a money spitting machine.
Great Companies- Any advice you would like to give to aspiring entrepreneurs?
Amit Sharma | Aspiring Entrepreneurs are thorough with their Technical and Product Management Skills. For marketing skills, you could hire any marketing agency with decent budget to help you get the word out. Letting the word out about your business and getting the clients to your door isn’t so difficult in this age of social media and online marketing. Difficulty is to get the customer to pay for your product or service. And, this needs, Sales Skills. Entrepreneurs today, focus on product and marketing ignoring to build Sales Capabilities. As a result, they have good demand generation but it barely converts into real money. And, without money, there is no business. The problem is, by the time, entrepreneurs realize it, it’s already too late. You have already run out of time and resources. That’s the reason 90% of Startups fail within the first 2 years of their operation. My advice is - Don’t treat Sales as ‘Break-Fix’ mechanism. It’s as strategic as your business plan and marketing. Plan for Sales Capability along with product plan to yield Sales Revenue exactly when you need it.