Our Sales Excellence consulting comprises 4 modules. These modules closely reflect sales planning in real world environments. The modular design permits working with one module at a time. We recommend a complete intervention of all 4 modules for the best results. The benefit of a full engagement becomes evident in the execution of the sales plan.
Market Data
Create an accurate assessment of the total market size (TMS) and growth estimates by using company and industry data.
Accurately determine that part of the market your company can address., and its revenue potential.
Estimate how much revenue are you likely to generate in the normal course from market growth in your addressable market.
How much is the likely upside from key levers, external and internal, that can contribute to revenue growth.
How much business can you take from your competitors in your target segment. What is the risk from competitors.
Segmentation
Build an estimate of industry wise revenue potential for your products or services. Assess potential for growth.
Segment your accounts by long term revenue potential. Invest in segments as per long term potential. Understand your revenue sweet spot.
Build a map of which products and services will create the maximum revenue, and which are have the highest growth potential.
Build an overall revenue map by customer segments. Clearly understand your territory and revenue coverage by segment.
Coverage
Determine how you propose to reach out to your market. What is your mix of direct and indirect sales., and alternate channels. What are the structures and how you are resourced.
Assess what kind of coverage – direct, indirect or alternate – you need in the markets you plan to penetrate
Build your resource requirements for the engagement model. Refine your organization structure and compensation model for maximum impact.
Design the campaigns you plan to launch to reach your audience with the right messages. Generate leads and have the resources to fulfil business.
Plan the revenue map for the year including segment, product, industry growth. Unearth the latent opportunity to get the most out of existing and new accounts.
Leverage Potential
Map your accounts for key contacts, past business, maturity and potential. Define resources aligned to the account and their roles. Develop an annual account plan.
Create an account management framework and get your account managers ready to manage business and relationships for long term success.
Plan the engagement with key people in the account. Align company resources to maximize impact. Execute with excellence against your account plan.
Effectively manage pipeline and closure rates by segment to improve quality and quantity of business. Get more control, visibility and predictability over revenue.
