Sales

Sales

There’s more to be had

Despite all modern processes, methods and software tools, the department of sales is still characterised by stochastics. Even successful salespeople and sales teams often do not know what actually makes them successful.
We accompany sales organisations and their teams as they take the next performance step. In this way, we develop an effective sales structure and sales system that matches the respective corporate culture: It is scalable and at the same time takes into account the diversity of the sales divisions and their people.
With our KPI enabler approach, we complement the classic output orientation and performance measurements with two additional, more in-depth levels. Whilst the output orientation by itself often only works for a short period of time and too late, we go to the levels of values, attitudes and belief structure (culture) as well as to the levels of systematic management in the sales process.

 

Portfolio
Sales Strategy – Sales Organisation – Key Account Management – Multi-Channel Management – Leadmanagement
Sales Performance – Sales Efficiency – Data Services

 

References

Performance Improvement in Retail

Redesign of the communication and collaboration between salespeople and sales managers as well as sales control. Focus: Increased sales of low performance shops and increased cross-selling and up-selling.

Development of Market Development Concept

Redesign of the strategic market development concept for the realignment of the sales department and introduction of a potential-oriented sales management system. Support during anchoring at all hierarchy levels.

Development of Measure-Toolkit for Operational Sales Management

Design of an earnings enhancement programme in defined focus segments, further development of the sales structure and the roles of sales managers in order to improve management in the regions.

Establishment of sales standards

Conception of a programme for sales standards as well as implementation of process and work standards in the sales department in the areas of customer information management, sales funnel management as well as sales performance and controlling.

Reorganisation of Call Centre Structures

Accompanying the reorganisation of regional CCs to one central CC with a fresh focus on sales. Design and introduction of new management structures for team and agent management to improve sales and marketing performance.

Redefining Roles and Management Structures

Revision of the roles of managers in sales leadership. Identification of specific fields of action, sales opportunities in departments and teams for the consistent use of sales-related topics.

In addition to consultings and coachings we offer the design and delivery of training services in the field of employee- and leadership development – worldwide, in cooperation with our network partners.

There’s more to be had

Despite all modern processes, methods and software tools, the department of sales is still characterised by stochastics. Even successful salespeople and sales teams often do not know what actually makes them successful.
We accompany sales organisations and their teams as they take the next performance step. In this way, we develop an effective sales structure and sales system that matches the respective corporate culture: It is scalable and at the same time takes into account the diversity of the sales divisions and their people.
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With our KPI enabler approach, we complement the classic output orientation and performance measurements with two additional, more in-depth levels. Whilst the output orientation by itself often only works for a short period of time and too late, we go to the levels of values, attitudes and belief structure (culture) as well as to the levels of systematic management in the sales process.

 

Portfolio
  • Sales Strategy 
  • Sales Organisation
  • Key Account Management
  • Multi-Channel Management
  • Leadmanagement
  • Sales Performance
  • Sales Efficiency
  • Data Services

 

References

Performance Improvement in Retail

Redesign of the communication and collaboration between salespeople and sales managers as well as sales control. Focus: Increased sales of low performance shops and increased cross-selling and up-selling.

Development of Market Development Concept

Redesign of the strategic market development concept for the realignment of the sales department and introduction of a potential-oriented sales management system. Support during anchoring at all hierarchy levels.

Development of Measure-Toolkit for Operational Sales Management

Design of an earnings enhancement programme in defined focus segments, further development of the sales structure and the roles of sales managers in order to improve management in the regions.

Establishment of sales standards

Conception of a programme for sales standards as well as implementation of process and work standards in the sales department in the areas of customer information management, sales funnel management as well as sales performance and controlling.

Reorganisation of Call Centre Structures

Accompanying the reorganisation of regional CCs to one central CC with a fresh focus on sales. Design and introduction of new management structures for team and agent management to improve sales and marketing performance.

Redefining Roles and Management Structures

Revision of the roles of managers in sales leadership. Identification of specific fields of action, sales opportunities in departments and teams for the consistent use of sales-related topics.

In addition to consultings and coachings we offer the design and delivery of training services in the field of employee- and leadership development – worldwide, in cooperation with our network partners.