One thing is clear: effectively going to market is a critical pathway to sales force effectiveness. What’s less clear is which combination of levers — markets, sales motions, channels, processes, roles, technology, rewards, etc. — can enable your company to position the sales team for success, engage customers effectively, capitalize on growth opportunities, and maximize return on sales and marketing investment. Without these insights, many sales organizations operate in the dark, relying on a “we’ll know it when we see it” approach to finding and closing opportunities while leaving a lot of money on the table.

We help leaders see through the complexity of sales strategy and execution by developing an optimal sales organization design and deployment model that ensures a sustained profitable growth. We’ll partner with you to develop a sales strategy and organization that are optimally aligned with your business model, market priorities, and capabilities — and we’ll support you in seeing it through to implementation.

Services

Sales Strategy
  • Market sizing
  • Customer retention strategy
  • Customer segmentation and needs assessment
  • Channel strategy & sales motions
Sales Performance
  • Sales team high-performer assessments
  • Success profiles & sales competency models
  • Sales performance management and analytics
  • Team dynamics and team effectiveness
  • Quota-setting
  • Sales compensation & incentive design
Sales Organization
  • Sales organization structure
  • Sales role design
  • Sales process mapping
  • Resource deployment & coverage models
  • Territory balancing & customer account planning
  • Sales operations optimization

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