The process we use when engaging with clients is outlined below:
Our management consultancy services focus on our clients’ strategic decisions and practical actions regarding sales structures and sales performance optimization so that they quickly achieve and sustain their full potential growth.
In redesigning a sales structure, we help our clients to segment customers and identify relevant success factors. Depending on the relationship between customer segments and the most important products, we assist our clients to either focus on products, on the customer or on divisional organizations for specific industries. This is the first step in designing sales units in line with key account management. They can have either lead key account structures or selling teams with product and sales experts.
When referring to sales performance, in the actual economic environment, improving sales effectiveness tended to gain more credit than cutting costs. Improving efficiency requires that we address all the important levers in sales operations – from increasing organizational and process efficiency to optimizing the customer and offering mix or adapting service levels.
We cover sales planning and steering, account and channel management, pricing and sales processes.