We start all sales growth projects by understanding your past and current sales performance. We review the previous three years of sales growth (if available) and understand the trends in terms of revenue and profit at market, product and customer levels.
The value proposition provided by your services and products can dictate your market position. We will analyze your product and service performance related to industry performance indicators, competitor analysis and customer feedback. Understanding the opportunities for leveraging strengths and improving weaknesses can provide significant new growth potential and capacity to better meet customer needs.
Industries are evolving and new technologies and delivery systems are frequently changing. We will review major trends with your management team and determine how industry changes and changing customer needs will impact the organization in the years to come. The purpose is to align product development and investments to accomplish long-term market share potential.
Targeting specific customer segments is the key to sales and marketing success. The sales person with a rifle will usually outperform the one with a shotgun. Our aim is to help you target the right customers with the right tools and communications to provide your sales team with the best opportunity for success.
The marketing mix - also known as the four "Ps" of marketing (Product, Price, Place/Distribution, Promotion) are the core elements that must align to successfully take a product to market. These four elements must work together and leverage each other in order to gain momentum toward meeting customer needs.
The Go-To-Market Plan is where the rubber meets the road. Timelines, resources and budgets are pulled together to determine the margins and revenue that can be achieved per the alignment marketing mix strategy.
A great relief to many sales and customer service teams is mapping the sales processes from inquiry to after-sales service to identify the steps and roles required to achieve customer expectations and satisfaction. So many time, team members have different perspectives that can lead to misunderstanding and misalignment.
Role definition and boundaries alleviate stress and improves productivity in sales teams. Finding a team momentum and constant stream of communication about existing issues and new opportunities is important for keeping customers feeling appreciated and engaged.
The degree of accountability among a team is the predictor of success. With the right customer focus, measures, roles and action plans for success, implementation is staged for success. High performing sales teams desire accountability and guidance to stay on track via a mixture of communications and tools.
CRM implementation starts with understanding your sales business processes. After completing our sales process mapping activities with your sales team, we will align the best CRM system to your sales process. Then we will populate the CRM with current customers, target contacts, tagging categories, opportunity details and pipeline goals to assure that all daily practices and reporting are ready to go.
After your CRM system is fired up and ready to go, your sales teams need to be trained and held accountable to the new behaviors and habits that are required for successful sales growth practices. Our proven methods for routine sales activities show how the achieving the targeted sales contacts achieve predictable results.
In sales, we believe that you get what you measure. Most organizations do not set specific enough sales targets and goals. Therefore, they are left guessing where their sales will come from. It doesn't have to be that complex. By setting specific desired outcomes, you can achieve results with a measurable sales system. Once the discipline is aligned and consistent, you will have a well-oiled sales machine.