Product life cycles become shorter and shorter, unique selling points are quickly caught up by competition. In order to be successful, the market oriented business units are more important than ever.
The performance of the sales department greatly depends on the sales structure, the sales management, and sales controlling.
Facing harsh competition, no company can afford to waste valuable resources for non-value adding tasks.
The decisions to hire own sales representatives or freelance sales agents could be decisive for the success as well as the definition of the selling regions and the organizational structure. An efficient selling structure benefits from the regional strengths of the sales division without losing sight of the overall objective. Different markets demand under particular circumstances and different strategies for market development. This might come into play from the perspective of different customer groups as well as differing regions. Special attention must be paid to the development of new markets and customer groups. Our sales experienced consultants assist you developing the optimal sales structure. We analyze the competitive environment and the customer base as an independent third-party and give you, based on these, recommendations of action that we would love to implement jointly.
A clear allocation of responsibilities and interface organization between the indoor service and the sales team, integration of online marketing channels, clear defined and living competencies and responsibilities, strategic target values, management tools and a high degree of integrity marks a successful sales team. The times when sales representatives were left uncontrolled in the field are over for a successful company. Our advisers design in collaboration with you optimal sales processes and implement a controlling system that is adapted to your needs.
It is important to all times to have the appropriate transparency about the current situation, in order to take countermeasures if it is necessary. This will require an adapted sales controlling that meets the actual needs of the company. We assist you developing an adequate controlling system. Our team places special attention to make sure that we collect and monitor only figures that the numbers actually have a high degree of information content for the managers.
Sales success is controllable. The basis for long-term success is the selection of the right employees, a target value system that is based on the corporate strategy and combined with a variable compensation system. We show you where your weak points are located and develop solutions in order to eliminate them quickly and boost the strengths. You receive an objective picture of your sales department after short time. Our sales-check helps you to find out how much potential is inside your sales team. Here, we are quite happy to be measured by these!
Are you interested in this topic? Then please contact us by sending an email to performance(at)arista-consulting.com or simply call our office in Hamburg at +49/40/44140685.
