Successful companies develop their markets differently to less successful companies. In the process, the following success drivers emerge as significant:
- an explicitly and clearly defined sales strategy
- a process-oriented approach in sales and, associated with this, the continuous observation and analysis of the sales activities (qualitative and quantitative).
- the concentration of all the company resources on the relevant customer segments
SALES ACTIVATION is aimed at companies which want to activate the unexploited potential of the existing sales department, a sales division or the sales organisation.
Following the SALES EXCELLENCE methodology, we examine the areas of sales strategy, sales management, information management and customer relationship management with different levels of intensity, depending on the individual goals and with the involvement of the employees of the company. Workshops, group discussions, one-to-one interviews or SWOT analyses can be used for this, for example. On the basis of the results of the analyses, we come up with concrete recommendations for action and develop the specific concepts and action plans that are required for the implementation of these.
People and strategies must be coordinated with one another, in order to reach the defined goals. For this will only be successful if the individual team members support and practise a concept. The basis for the implementation of the adopted strategies is, therefore, employee and team competencies which are determined in the planning stage.