Encourage the sales organization to sell on the right terms and in the right timeframe
In an increasingly competitive business environment, companies are looking for every possible opportunity to increase revenue, reduce costs, improve customer service, and raise customer satisfaction levels. To a large extent, companies’ efforts have been focused on back-office functions such as operations, supply chain and product development. However, today’s approach to sales performance indicates a shift towards improving the sales organization and sales processes. An effective sales organization is focused on differentiating and managing target and existing customer relationships based on their value and unique needs. Aligning sales organizations to both customers and channels, however, reduces sales efficiency and expertise for individual products. Bundling and commoditization can put further pressure on margins. To obtain sales effectiveness the sales organization has to be provided with streamlined business processes, effective organizational design, robust technologies and support, appropriate hiring processes and training programs, and effective measurement and reward systems.
NOOTABEENE is able to examine and optimize every aspect of sales effectiveness and performance. In order to exploit the hidden potential that almost always exists in our clients' sales organization, NOOTABEENE addresses all the important levers in sales operations, from increasing both organizational and process efficiency to optimizing the offering mix and adapting service levels. The benefits from sales effectiveness improvements manifest themselves in a sales productivity boost, a more capable sales force, increased conversion rates, improved sales cycle times, and the elimination of unprofitable volume increases. Savings, realized through sales efficiency improvements can be used to increase sales effectiveness and boost sales figures and margins.
Review your sales strategy and management processes on common pitfalls to decide if NOOTABEENE’s support is required to optimize the sales effectiveness:
• Are sales activities managed and controlled with an effective sales monitoring system?
• Is a planning process deployed to identify, track and manage sales opportunities?
• Gives a cost allocation system insight into customer and product profitability?
• Are the sales cycle processes (pre-purchase, purchase, post-purchase cycle) consistent?
• How do other business processes (order, fulfilment, invoicing, etc.) impact the sales organization?
• Are sales force skills adapted to the market needs? What are the training needs?
• Do the sales force attitudes and beliefs support the sales strategy?
• Is the reward system for sales (compensation, incentives, promotion, and career paths) consistent, effective, and aligned with the sales strategy?
• Is a common set of measurable and customer-focused sales metrics available?
• Does the sales force structure support the sales strategy – including territory design, assignment, coverage, sizing, etc.?
• Are the sales hierarchies and reporting lines efficient and relevant?
• Is the sales force equipped with the right tools for account management, communications, and administrative tasks?
• Has the sales force access to the (real-time) knowledge they need?