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Consulting and coaching for sales leaders

wanting to address Challenges:

● Sustainability of top line growth
● Acceleration of top line growth
● Misalignment between sales- and corporate strategies
● Unsatisfactory “Lead to Close” ratios
● Insufficient numbers of deals at top end of funnel
● Maximizing net new revenue from existing customers
● Biased forecasts leading to:
□ unacceptable inventories or
□ delivery constraints
● Poor predictability of future evolution of top line
● Insufficient margin levels

by shifting the performance curve of their organization through Initiatives

● To design “Go to Market” strategies
● To enhance skills of managers and individual contributors
● To design/ optimize and implement/reinforce:
    □ Sales processes
     □ Sales Management Systems
    □ Forecasting procedures

Implemented with

● A business transformation approach

In a scalable way through

● Blending e-Learning and “face to face” workshops

● “Train the Trainer” concepts

● Lack of collaboration between Field Sales and:
□ Marketing

   □ Pre-Sales Consultants
   □ Professional Services
   □ Customer Service
   □ Inside Sales
   □ Alliance and Channel Partners

● Low adoption rate of
   □ CRM system usage
   □ Processes and methods

● Skill gaps
   □ e.g. sales people in gaining access to executives
   □ e.g. sales managers coaching their teams




   □ Pipeline Management
     □ Account Management
     □ Opportunity Management
     □ Alliance and Channel Management
     □ Joint Campaign Management

Subpages (3): Documents for Download How to... Sales 2.0 Briefing Paper

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