Sales Excellence

Frictionless execution by balancing structure, people, technology and processes. Focused on creating added value for the customer. Selling services on top of products or in a bundle of very large dedicated (e.g. outsourcing) deals requires more than just excellent salespeople. Key essentials like Strategy, Corporate Culture, an end to end process model supported by state of the art technology and elaborated measurements need to be in place.

Case

„Next Level Sales Excellence“ - Further development of classic sales set-ups in service and value driven organizations

  • Organization & Process Consulting
  • Senior Executive-Coaching
  • Team-Development and Implementation with „on-the-Job Model“
  • Operational & Situational Use Cases for Sales Coaching. Evident optimization of the procedures (including workflows, systems and processes)

Large Global IT Service Provider: Design and implementation of a deal center and a near shore solutions center

Medium-sized international software company: conceptualization of a global cost model

Industry focused global service provider: Design and E2E implementation of sales method, process, roles, systems, control, KPIs.

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Case

Development and implementation of E2E performance management processes (incl. Cost optimization) for sales organizations

  • structured and sustainable approach adapted to the respective overall situation of the customer.
  • Consideration and further development of the existing tool landscape and digital data models.
  • Assessment and gap analysis of sales (E2E) on the basis of existing structures, processes, roles, systems and technologies, key figures, personnel and culture with evaluation and concrete solution in the form of a program model adapted to the situation and organization for implementation.
  • Direct participation in sales situations and thus direct and situational coaching, optimization of the procedure, workflow and processes.

Large global IT service provider: design and implementation of a deal and pre-sales center

Large global IT service provider: Optimization of an established pipeline management approach with the help of a newly established focused deal office

Industry-specific global service provider: Design and implementation of a deal qualification model and procedure suitable for this organization

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Case

Development and implementation of E2E governance and approval processes (incl. Management dashboards) for sales organizations

  • structured and sustainable approach adapted to the respective overall situation of the customer
  • Consideration and further development of the existing tool landscape and digital data models

Assessment and gap analysis of sales (E2E) based on existing structures, processes,roles, systems and technology, key figures, personnel and culture with evaluation and a concrete solution in the form of a program model adapted to the situation and organization for implementation.

Direct participation in customer organization and live workflows and thus direct and situational coaching, optimization of the procedure, workflows and processes.

Large global IT service provider: Design and implementation of a regional deal and sales office

Medium-sized international software company: Conception and introduction of a global approval process / procedure adapted to the existing business model and organizational structure

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Case

Globalization and (re) design of sales organizations and processes

  • Collaboration models of marketing / sales / pre-sales / delivery (and all levels in between)
  • Review and/or introduction of E2E governance and approval structures as well as processes in sales organizations
  • Development, optimization and implementation of the essential structure and performance elements depending on the specific situation, i.e. a uniform understanding of sales (sales methodology and sales strategy)
  • E2E sales process with clear roles and responsibilities (RACI); clear governance and approval processes based on a uniform process; Workflow based on the systems and technologies used, or optimization thereof; Key figures for controlling sales at the necessary points.
  • Target and commission models adapted to the respective situation and environment.

Assessment and gap analysis of sales (E2E) based on existing structures, processes,roles, systems and technology, key figures, personnel and culture with evaluation and a concrete solution in the form of a program model adapted to the situation and organization for implementation.

Direct participation in customer organization and live workflows and thus direct and situational coaching, optimization of the procedure, workflows and processes.

Large global IT service provider: Design and implementation of a regional deal and sales office

Large global IT service provider: Design and implementation of a global sales control model for a specific company area within the given framework

Industry-specific global service provider: Design and roll-out of a uniform sales process implemented in a consistent CRM system.

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Case

Transformation and process consulting for sales organizations

  • Establishment of account management structures and models
  • Management and control for sales
  • Use of thematic best practice models and building blocks, which are then adapted with & for the current team and used, optimized and piloted for the target situation.

Customer gets a finished solution with combined knowledge transfer for own teams

Medium-sized international machine manufacturer: analysis and evaluation of the existing sales situation (control, processes, methods, structures and system).

Development of target model with management.

Design of a transformation process and control of the transformation as a program.

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