Challenges
In many ways, sales professionals are the face of the company. They are responsible for both ensuring that customers are well supported and focusing on targets in the most efficient and effective manner. However, these tasks are becoming more challenging as customers, channels, and markets evolve rapidly. Eurosis Consulting helps to drive improvements in productivity and growth beginning with an assessment of a company’s selling system. We then work with a company to develop a pragmatic, actionable implementation schedule that can reliably increase sales without disrupting a company’s current revenue streams. In building sales and channel management strategies, we help clients address below challenges:
Customer sweet spot:
If the salesforce and channels don’t know which customers are most profitable today or in the future, then any segmentation strategy is futile.
Coverage and capacity:
Technological innovations, maturing markets and more sophisticated buyers have opened a host of routes to the customer. Effective sales organizations choose deliberately, based on economics, selecting the channel that is most cost effective, yields full revenue potential and ultimately exceeds the expectations of their target customers.
Compensation and incentives design:
Most sales executives understand that compensation practices affect their companies’ ability to recruit and retain top talent. Yet surprisingly few design compensation plans to achieve growth targets.
Revenue acceleration:
Some of the biggest profit uplift potential comes from selling more—and smarter—to the current customer base. Two fast ways to boost both the top and bottom lines are to tighten up pricing discipline and to engage in focused cross-selling to the most promising segments.
Metrics and tracking:
Best-performing companies base their rewards on outcomes. Those output metrics are clear and support specific business goals. They are also externally focused and regularly benchmarked.
Tools and support:
Mobilizing back-office resources to augment field reps’ efforts is a powerful force multiplier. The best sales organizations therefore measure customer facing time and use internal support to create more.
Solutions
Our approach to sales transformations encompasses how and to whom companies sell their products and services, the channels they use, and the back-office operations that support these efforts. Where necessary and appropriate, we also help clients address specific challenges in their key account management, sales-force effectiveness, point-of-sale performance, and other relevant areas.
Sales Force Effectiveness:
For a company’s sales force to succeed, it must be able to target customers effectively and efficiently. This success depends on many factors, including size, organization, skills, compensation and incentive programs, and available tools and support — not to mention how salespeople approach the customer. Our sales force effectiveness service offering provides clients with the best thinking on how to understand customer requirements, design the sales and service approach, and coordinate the many processes, systems, and structures needed to support a high performing sales force.
Key Account Management:
Companies are growing larger and adding multiple lines of business. As they grow, they are looking to devise strategies to better and more profitably serve their best customers. Yet determining the proper size, composition, and capabilities needed to attract and retain large customers is a highly complex task. Our key account management service helps large companies play bigger and more strategically through the design and deployment of account teams that can coordinate these efforts, and cross-functional processes that enable various product lines to find better solutions for large customers.
Channel Management:
The need to master multi-channel sales and marketing is a growing requirement for many companies seeking to sell and service existing customers and reach new customers. Leading companies are responding by offering tailored product and service offerings designed to remain profitable and serve customers who have different requirements and buy through different channels. Our channel management service offering advises companies on how to build tailored business streams that more effectively manage their business within and across channels: identifying investment priorities and key areas of operational focus; managing conflicting demands and multiple selling and supply chain requirements; and bundling the right product and service offering to better and more profitably serve customers.
Point-of-Sale Performance:
The levels of business complexity required to deliver the right product in the right place at the right time for the right price is staggering. However, new technologies enable companies to gather the detailed information they need to keep fickle, demanding customers happy at the point of sale — whether it be physical or online. In many cases, however, companies don’t use that data effectively. The result can lead to poor decisions about supply and demand, lackluster sales, and increased tensions between key participants in the value chain. Our point-of-sale performance service offering helps clients use point-of-sale data to develop winning pricing, promotion, assortment and loyalty programs, build collaborative relationship with distribution partners, and capture benefit from a more efficient and responsive supply chain.
Back-Office Efficiency:
Only by focusing on the highest-value sales activities can companies most effectively drive revenue. To that end, back-office sales support activities — pre-sales activities such as collecting information about customers, order-to-cash processes, and sales data tracking and performance assessment — must remain in the back office. Our back-office efficiency service offering helps clients increase the efficiency and effectiveness of their support functions by consolidating operations, standardizing processes, and reducing costs.