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.