Sales & Marketing
Strategy and Growth
What is your plan to increase sales and what resources will you need to do this? We can help you identify what differentiates you from your competitors, which customers you should focus on for profitable sales and whether you have the right people, pricing, systems and processes to achieve your aims.
Following on from defining your sales strategy you then need to communicate it to staff, customers and prospects by developing a clear and compelling proposition as to why people should do business with you. Are you targeting the right people at the right time with the right message? What mutually rewarding partnerships and alliances can you easily foster?
Sales management, mentoring, interim sales management
This might include reviewing all sales processes within an organisation and the management of the current sales team. This is ideal when it does not make financial sense to have a full-time Sales Director, or you are awaiting a full-time Sales Director appointment, or where a Managing Director is no longer able to performance manage the sales function.
By taking over the performance of the sales team we are able to introduce KPIs (Key Performance Indicators) to set performance measures and activity levels for sales staff and in this way develop, mentor and coach them to be more effective and independent. We are also able to implement effective sales processes and systems, and motivate and incentivise the sales function.
Sales systems and processes
For many organisations the sales function has developed by accident with workflow systems, sales processes, and sales tools lagging far behind. We can assess the need for support systems, forecasting and sales reporting processes, and sales measurement.
By understanding what your sales team should be achieving we can measure their results, provide them with the necessary tools to be most effective, and identify key metrics. Sales targets exist to be met or exceeded. Incentive systems are there to motivate and so must be visible and understood. If your sales people are underperforming we will know immediately and can rectify.