Increase and sustain
your sales
Profitable growth is directly correlated to an efficient and effective sales and marketing function. An effective sales organisation provides a competitive advantage in the hectic race to gain the customer.
In order to obtain this competitive advantage, you need to establish a sales function that is rigorous, flexible and systematic. Looking beyond best practices, problem solving on open issues, removing silos, aligning with the delivery teams of the business, refreshing your go-to-market strategies, utilising shared sales services and material, omnichannel integration amongst others, will provide the edge. Neglect the development of your sales force at your own risk.
Our performance-based approach enhances your customer centricity and market drive. Using our sales framework, we can assess your company’s sales and marketing functions and identify areas of opportunity. Achieving sales excellence leads to higher customer satisfaction, contributes to customer loyalty and contributes positively to the top and bottom line.
Sales excellence begins with answering four simple questions:
What do we sell
To whom do we sell
How do we sell
Who sells
From understanding your go to market strategy and capturing your customer satisfaction, to setting up sales excellence processes and performance management, our programs include setting up governance, opportunity management, win and innovation workshops all supported by the appropriate tools and procedures.
We focus on key commercial effectiveness topics such as pipeline management and Commercial animation, market planning, bid process efficiency and Increase of selling time
Stefanos Marcou
Associate Partner
sm@businessin.biz
Sales Structure
Sales is a process. It is impossible for a salesforce to deliver its best without working systematically. No athlete won the Olympics by training every now and then, with a different approach every time. What we are looking for is consistency and the tools and benchmarks to measure performance and achieve targets.
Sales tools and capabilities
A sales force’s effectiveness is measured across two dimensions:
Performance – are the sales people achieving their targets?
Behaviour – How are they achieving their targets? Are they the best they can be?
To measure how your sales team is performing you need the right tools and capabilities, such as opportunity management, sales lead generation and conversion and the means to measure and manage the result
Do your sales people have
support and shared services?
CRM?
Sales materials?
Do they have the capability to maximise their customer facing time?
Sales Performance
Do you have a standardized way of measuring performance of your salesforce?
Do you have a diverse way of measuring customer satisfaction?
Do you have a sales dashboard to track your KPIs and have an overall view of the performance of your sales force
Sales Force effectiveness
Is your salesforce spending its time on the right things…
Do they spent their time on time-consuming non-sales or non-core activities (e.g. pre-sales activities, resources staffing)…
… leading to underinvestment in value-add activities like client-facing time (resulting in lack of client proximity) and sales coaching time?
Sales Leadership
As with all other aspects of your business, great sales don’t just happen. If your sales force is without leadership and you believe you are doing well, think again. You are probably missing incredible opportunities for growth. Sales people need to be motivated, recognised and rewarded. From basic sale techniques to actually getting the right people on the sales force, it is a process that needs to be led and managed.
How a sales force performs depends on how it is led and what effort goes into its development.
Get in touch
Lets build your house …of sales
