Sales Improvement Strategy

Revenue growth just doesn’t happen because you have a good product or service and some good sales people and literature.  Sustainable revenue growth comes from having a disciplined sales process that:

• Aligns with your company’s vision, values, goals, objectives and needs
• Keeps you focused on a continuous improvement process for your sales and marketing strategy
• Is based on the needs of your customers, the marketplace and competitive actions.
• Clearly defines expectations, goals, objectives and action plans.
• Drives accountability for the results.
• Improves teamwork and group dynamics
• Increases your sales and market share
• Measures your results thru the use of metrics and benchmarks.

Sales and Marketing Strategy Management

• Revenue growth strategy development
• Develop growth plan by product or service, territory, sales channel, customer, prospects and markets
• Development of customer profiles
• Develop customer and market needs analysis
• Pricing and margin analysis and strategy development
• Sales channel analysis and development
• Opportunity identification and analysis
• Company positioning and branding strategy
• Competitor analysis
• Develop customer service improvement and performance measurements
• Key account management and goal setting
• Customer communication and contact strategy
• Market Analysis
• Develop a “Criteria of Business” to guide prospecting
• Improvement plan for sales planning, forecasting and budgeting
• Implement weekly and monthly reviews to compare results vs. goals
• Sales organization design and Improvement

Sales Force Activity and Productivity Improvement Process

• Evaluate and map current sales process and results
• Analyze sales channels as to effectiveness and identify areas for improvement
• Establish sales activity tracking and benchmarking
• Analyze and develop improvement strategies for prospecting, cold calling, customer visit activity and contact, delivering presentations and closing new business
• Analyze current sales expenses and budgets and review areas for improvement
• Sales compensation and incentive analysis.  Is it bringing the results that are needed.
• Evaluate Selling and negotiation skills and develop training as needed for the group or one-on- one improvement
• Time management improvement
• Develop recruitment and retention strategies for sales and marketing group
• In-field coaching and customer visits with sales team
• Training for sales planning and objective setting for territories and sales people