Execution Consulting Group

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.

TYPICAL CHALLENGES
The sales strategy is not aligned with the company objectives or it is not specific enough
Missing prioritizations between the customer segments resulting in a non optimal time and resource allocation in the sales organization
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
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
 
SELECTED ADVISORY SERVICES
Sparring and review of strategy and action plans
The creating and shaping of strategy and action plans
Design and implementation of sales and delivery processes
Sparring and review of price strategies and processes
Coaching and sparring in sales management with sales director or sales manager

Contact: Henrik Jørgensen,M: +45 4090 4639, M: hj@executionconsulting.dk

Execution Consulting Group