For any organization, the sales force is a major growth engine and a critical revenue earner. The third part of our Business Excellence Trilogy, is building "CUSTOMER FOCUSSED CAPABILITY".
For the overloaded sales function (which is “busy” with next quarter sales results) long term improvement issues are never addressed; until they are in crisis mode. Our SALESFORCE TURNAROUND program is not a mere "event" but a proactive process; where Customer Focussed Capability is raised to the next level.
Salesforce Turnaround : Process
Today market oriented companies are engaged in addressing the key question: ARE WE DOING THE THINGS THAT CUSTOMERS VALUE MOST AND WILL REWARD? Our response is “Never avoid the tough questions”… therefore our comprehensive sales operations review mechanisms, helps the client company to evaluating sales strategies & Identify both the pains areas and opportunity for improvement
Our sales performance improvement program, is dedicated to helping large pan-India salesforces, transition from merely selling products to a strategic approach to customer value creation. We have, a proven PEOPLE + PROCESS integrated approach to achieve this…We focus on what sales performance systems & processes are most suitable to execute your sales plans; determine priorities, establish sales standards,; developing a replicable and scalable sales process; develop or improve a sales reporting system, create or adjust sales compensation plans, PULLING IT ALL TOGETHER and documenting your sales process. We always keep things simple for salespeople and managers, because streamlined approaches are more likely to be adopted.
Salesforce Turnaround : Key Customers
Winning complex sales has become more complicated than ever. In today’s business scenario, companies are investing more of their resources in a few key customer accounts in order lower costs; sharpen focus & increase account revenue & profitability. Key customer accounts come as a double edged sword – while they contribute a sizeable portion to your company’s bottom-line, they also become the target of competition and have bargaining power to dictate their own terms.
Managing key accounts and maximizing their potential, requires a different set of skills & process than usual selling. Key Customer Account Management is a proven sales intervention to achieve growth targets for the business. This includes training of designing a different sales cycle and selling techniques; the elimination of organizational barriers, role analysis of key account managers and forming company wide customer service teams, and a strategic approach to customer relationship management .
Salesforce Turnaround : Enriched People
We have trained over 15300 (and still counting) sales-field professionals & managers in direct/institutional selling & customer relations management, commercial negotiating & key account management & sales leadership… All CUTTING EDGE features of a market oriented company! Consequently... our sales training is distinguished for its holistic approach... We undertake the whole gamut of salesforce capability & skills development : understanding the competency gap, designing training interventions in critical competency/behavourial areas, providing avenues for on-the-job learning & growth etc.. We are able to measure, monitor and reinforce sales competency & behavioral improvements.
Salesforce Turnaround : Leadership difference
We have trained over hundreds of sales managers in maximizing salesforce productivity. Our training program
"OPTIMUS™" helps to institutionalize the culture of sales excellence. This is a multi-modular program with a comprehensive course curriculum and varied learning methodology
The core module “HOW TO BOOST SALES PERFORMANCE” guides sales managers to interpret & execute sales strategy and communicate it to the sales team… This 3 day module provides a map of how to get from where you are to where you want to be… it re- looks at the entire strategic approach to the market & provides insight into the systems processes and techniques to leverage sales performance Without question, this will be an important and useful program for companies serious about improving sales performance.
Our ever-demanded, training module TRAINING OF SALES TRAINERS has empowered many sales managers with the knowledge; techniques & resources ... to carry forward, the legacy of sales excellence, we leave behind for our clients
Salesforce Turnaround : The Proof
THE RESULTS SHOW ......our clients have had immediate gains of 33% and more sustainable benefits year-on-year !!!
Our client feedback indicates all our clients see us as a high quality, flexible firm that meets their needs, and 100% say they would work with us again
Client Feedback …
The training program K.A.M.P. © (KEY CUSTOMER ACCOUNTS PROGRAM) lifted us to a new horizon level in Sales Management processes & tactics . Our current practices were continually challenged. We identified unproductive tasks to implement a total process improvement.
I attend the program module HOW TO BOOST SALES PERFORMANCE… after working in sales management for almost 18 years, I had run out of new ideas. The trainers’ future sales strategies provided me with a clear understanding of what changes I need to make to build an effective sales force.
TRAINING OF SALES TRAINERS was a wonderful experience…. For the first time we were in a new role …which made us feel we could get the junior in our team to benefit from our knowledge &experience. What I like most Dr Wilfred Monteiro ability to simplify training techniques and as a result I was instilled with confidence to conduct my very first training module that very week.
SMART BUSINESS NEGOTATING was a great learning experience after being 21 years in selling… I was able to revamp my negotiating style with the knowledge and insight. It is interesting to know that- no matter what kind of market we operate; we can learn & apply the techniques we learnt.