The sales force connects an organisation to its customer base. Given this critical role, the sales force is one of the organisation’s most valuable resource and a key engine for growth. At the same time, the sales force is also a costly resource and building or reshaping one involves considerable time and expense.
By creating a strong sales operating model where the sales strategy is closely aligned withthe way you are selling and your sales leadership approach, you will be able to create rapid and sustained revenue growth.
Implementing the right design for your sales force and carefully evolving it as market conditions change requires a thorough understanding of customer needs and potential:
Which activities should the sales force focus on to create the ideal customer experience?
Which skills and areas of expertise make up the right profile for each selling role?
What is the most cost-effective mix of sales channels and sales teams to optimise market coverage?
What is the optimal size of each sales team and how should effort be allocated?
Which accounts, products, services and activities should be assigned to each team?
What is the optimal management reporting structure for the sales organisation?
How can we build winning value propositions which can be tailored to individual decision-makers within the business?
How do we measure the opportunity and manage sales pipelines, taking into account buying trends and long selling cycles?
We help business services companies design effective organisations and create efficient B2B sales capabilities.
We have experience across a broad range of sales models, including global, strategic and key account teams and internal sales teams. Our sales force design solutions have helped our clients increase revenue growth and profitability through a combination of sales force role design, structure and resource optimisation.
Companies often struggle against ad-hoc sales approaches and limited sales resources. We work with you to:
Customer journey: mapping out the end-to-end customer engagement processes, including omni-channel or digital touch points which integrate sales and marketing initiatives.
Process optimisation: assessing current sales and marketing processes to optimise or redesign where necessary to maximum customer value and sales performance.
Sales requirements: defining strategic sales processes and establishing top-line implementation requirements.
Sales function design: definition of sales roles - global, strategic, key account and internal sales teams – and competency models based on customer needs, buying processes and the ideal customer experience.
Resource planning: identifying the optimal size and composition of sales teams how these should be organised to most effectively cover your customer base.
Cost optimisation: reducing sales costs without losing revenue by gaining transparency on the performance of the route-to-market mix to identify potential improvement areas, such as creating lean back-office sales operations.
Analytics: combining data, methods and tools, and sales force insights to drive accountability and establish greater visibility into the sales pipeline.
Sales collateral: creating and implement sales tools and enablers.
Performance measurement: definition of metrics and creation of dashboards to monitor performance and identify potential issues.
Transformation: definition of development paths and management of large-scale changes to sales organisations while minimising transition risks and disruption.
Once your sales operation has been set up for success, the work isn’t done. You also need continual engagement and investment in various resources, including technology, to address varying profitability, cumbersome internal processes and tools, and more.
If you would like to learn more, please contact our Sales practice team.
We have wide experience advising companies internationally on their sales model, including:
Sales enablement: defining the B2B customer journey with white papers and sales collateral.
Bid preparation: workshop-based support to prepare for large sales opportunities.
Want to learn more about how we can help you grow?
Henderton acts as independent, trusted advisors to innovative companies throughout their growth lifecycle.
Get in touch and understand how we can help you achieve your objectives.
