Excellence Programs
SALES
Train teams and processes to exceed business benchmarks
EXPERIENCE AND METHOD
Organizations that achieve the best results from a business perspective share well-defined cultural, organizational, and training characteristics.
Achieving ambitious goals comes through a mix of actions and interventions that is complex and nuanced. Branding and marketing, analysis and effectiveness in finance, excellence in deal execution, judicious procedures and investments-these are just some of the aspects that organizations must coordinate to achieve commercial excellence.
Such complexity can be daunting and, more often than not, leads organizations to invest in a disjointed and disorganized manner, with inevitably disappointing results.
At the same time, each of the aspects that contribute to commercial excellence is clearly measurable, and everything that is measurable is improvable.
Our Commercial Excellence Program becomes a data-driven and progressive path to take any team in any industry to the highest results.
FOCUS AREAS
Pursuing Commercial Excellence requires synchronized action on Sales, Marketing and Finance. Improving coordination and communication between these departments drives commercial results but also has cross-functional benefits.
STEP 1
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Assess the Current Sales & Marketing Performance (Feasibility Study)
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Assess the Market
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Assess the Competition
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Assess the Available Resources and Capabilities
STEP 2
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Strategic planning
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Identifying target markets
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Set up balanced sales and marketing scorecards (BSCs)
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Develop a marketing strategy
STEP 3
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Designing CE processes
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Identify improvements for customer service operations
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Develop the reporting system of lessons learned
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Perform gap closure analysis
STEP 4
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Set up the performance control system (PCS).
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Set up the meeting and reporting system
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Align HR processes with the CE program
STEP 5
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Conducting leadership and change management training and publicity campaign
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Train the sales team on CE processes
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Implementare i processi CE
STEP 6
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Management review
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Corrective actions and continuous improvement
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Marketing planning
ANALYSIS AND CUSTOMIZATION
Commercial Excellence is an achievement that, more than any other, also depends on the ability to understand and adapt to factors external to one’s own organization.It is essential to begin the journey with a careful analysis of the market and the potential of the organization to ensure that the conditions are in place to achieve a significant return on investment.
At this stage, our consultants also gain valuable information about how the organization operates. The market is vast, and there are dozens of different players in each industry: it is critical to identify the factors of uniqueness-whether they are in the product or in the processes-and use them strategically in the sales and delivery processes.
By combining careful analysis of the market with an absolute understanding of the value proposition, teams will be able to effectively track next steps and generate effective solutions to multiply their results.
In addition, the active involvement of business stakeholders increases ownership of choices: your team members will feel they are part of this change process, more effectively and sustainably implementing all new processes and solutions.
DATA-DRIVEN CULTURE
The most productive teams, capable of achieving ambitious goals that are impossible for many, operate according to a simple and very powerful axiom: “I have confidence in my team and that the goal is achievable; I have tools and data at my disposal to be clear about where I am going and also where I am; I have the autonomy to make decisions that are useful for achieving the goal, in line with my company’s culture and principles.”
In the sales function, trust and autonomy are often already adopted concepts: sales teams are, typically, populated by ambitious people capable of making on-the-fly decisions for the good of the company.
The missing piece is the strategic use of data: that is why the core of our journey is based on understanding data, the widespread adoption of clear and shared KPIs, and how to use them on a daily basis to be certain of the choices being made.
Whether finance, sales or operations, adopting a data-driven culture is critical to having structured and predictable growth plans.