The sales team is the front line in attaining revenue goals. They identify the needs of the customer and link them to products and services that provide important value. Understanding the many complex interdependencies, such as customer analytics, reward plans, overstretched or overmatched team members, fierce competitors and demanding customers is critical for establishing processes that lead to more marketplace wins.
Our process starts with a clear understanding of customer relationship management and acquisition strategies to determine the road map for where effort and resources could be applied. From there, we design support structures for each customer segment and service competencies for each touch point. Improving the caliber and skills of the sales and service organizations is subsequently where the “rubber meets the road” for our clients. Key to long-term effectiveness, we sustain our improvements with performance indicators and an accountability process that drives Sales Excellence.