Based on proven methods, sales and sales management readiness is assessed under SM³ – Sales Management Maturity Model. The model prescribes a 5 step readiness scale for each of the 6 Management Key Areas.
– Planning & organisation
– Leadership readiness
– Team development
– Sales model & customer value
– Feedback, objectives & systems
– Values & sales culture
Through both internal and external analysis, via interviews and evidence gathering, we assess every aspect of the sales organisation. Each area is individually scored. A gap analysis is included and improvements to arrive to the desired levels are proposed where needed.
Made for those who…
This program is intended for sales directors and sales managers who want insight into the organisations readiness for sales excellence and repeated success.
- Corporate leadership
- Sales directors
- Sales managers
The program provides…
The program provides insight into your capabilities and gives recommended actions:
- A complete assessement of the 6 pillars of sales management
- Insights of your strengths as an organisation
- Certainty and knowledge of your capabilities
- Recommendations to strenghten weaker areas
- Predictability of sales and profitability
- Higher margins through Value Sales
- Profitable customer base
In essence, the program raises the questions you have wanted to ask for a long time and provides the answers to them. As a consequence, it will help you increase sales volumes and margins, discount less, and increase sales efficiency.
agenda:
The scope is adapted to the size and complexity of your organisation.
A typical engagement that stretches over 8 – 12 weeks can look like this:
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- Project kick-off and planning
- Fact finding – Information & documentation (e.g. financial, process, competencies and role descriptions, customer base & market information)
- Assessment – Sales team attitudes & leadership (survey)
- Customer attitudes research (optional)
- Interviews with selection of sales professionals and sales leaders
- Team discovery workshops
- Deskwork, consolidation
- Presentation – Findings & recommendations
