Consulting services
Sales audit
In this program we will be conducting a number of practical health checks that will reveal the weaknesses and opportunities for improvement and greater efficiency in your sales operations.
Modules
1
Market approach
- Product/market combinations
- Customer segmentation
- From lead to deal
- Rebuying/new sales
- Funnel management
- Apply this to your own practice
2
Customer approach
- How well do we know our customers?
- What is the competition doing at our customers’?
- Our Unique Selling Points
- Up sell and cross sell opportunities
- Health check of the selling and buying cycles
- Apply this to your own practice
3
Sales team
- Are we working on the right customers?
- Are we working on the right projects?
- Competence and motivation of our people
- Price selling skills and negotiation skills
- Training, development and coaching
- Apply this to your own practice
4
Result planning
- The REC model
- Which efforts lead to which results?
- Backward planning and forward planning
- Pipeline and forecasting
- Quality of reporting
- Apply this to your own practice