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We help clients make lasting improvements to the effectiveness of their sales investments and interactions with customers across all channels to drive sales growth.

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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 go-to-market strategy, sales-force effectiveness, key-account management, and other relevant areas. 

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Our Focus Lies In :

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Our approach extends from quick targeted interventions that unlock value (e.g., improving a client’s key-account management program) to more holistic sales transformations focused on architecture, execution, and skill-building opportunities across the client's entire go-to-market model:

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• Optimize return on sales investments. Cutting sales costs without losing revenue is both art and science. Our collaborative approach helps companies gain transparency on the performance of their route-to-market mix while identifying potential improvement areas and concrete ways to achieve them, such as creating lean back-office sales operations.

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• Find and capture pockets of “granular growth.” Nearly every company with a dispersed customer base and a large number of sales transactions has considerable opportunity for organic growth if it looks at the right level of granularity. We help companies take a fine-grained view by geography, industry segment, and offerings to find the hidden pockets of growth—including often overlooked small and medium-sized business segments—and then tailor the strategies and approaches needed to capture them.

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• Align sales channels in a omnichannel world. Customers are increasingly moving across all channels to get what they want. Some of them demand increased services for certain transactions while others prefer low-touch, 24/7 interactions. We help companies form effective selling strategies in all channels from key-account management to digital sales to indirect channel partners. Clients base these strategies on precise assessments of channel performance, channel economics, and customer preferences.

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• Building the high-performing sales force. Today’s big company sales organizations often consist of thousands of people spread across vast geographies. To boost the effectiveness of these far-flung organizations, we help build necessary skills in the organization by providing innovative, hands-on programs that include performance dialogues, train-the-trainer capability building, and a “field and forum” approach for sales managers that combines classroom and on-the-job learning. This component is critical in achieving sustained improvement.

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