Sales Strategy and Sales Excellence
Typical goals for sales organizations are based on: market share,
earnings, and customer loyalty. The sales strategy is to assure that
all departments in the sales organization is going in the same
direction, while sales excellence is focused on the optimal set of
business activities, tools and processes to support the execution of
the sales strategy.
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TYPICAL
CHALLENGES |
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The sales strategy is not aligned with the company objectives or
it is not specific enough |
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Missing prioritizations between the customer segments resulting
in a non optimal time and resource allocation in the sales
organization |
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Non clear distribution, and no running evaluation of the
customer portfolio, of the customer portfolio between the
individual sales channels lead to customers being under- or over
serviced |
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Unclear how many cost each customer drives, making it difficult
to work with net income rather than gross margin and impossible
to measure the sales reps on it |
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SELECTED
ADVISORY SERVICES |
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Sparring and
review of strategy and action plans |
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The creating and shaping of
strategy and action plans |
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Design and implementation of
sales and delivery processes |
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Sparring and review of price
strategies and processes |
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Coaching and sparring in sales
management with sales director or sales manager |
Contact:
Henrik Jørgensen,M: +45 4090 4639, M: hj@executionconsulting.dk
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