Sales Transformation Program
Are you selling or your clients buy from you?
Although both ways bring revenue to your Company, the main difference is who has the control of the possibility to generate this revenue, and the capacity of influence to get the deal. 95% of the companies in B2B have a traditional way to interact with their customers, based on offering a product (with its specifications and terms) and the customer is the one to decide whether to take your option or any other available in the market. Traditional sales is based on pushing, in the persistence and the art of your sales team. Relationship selling goes far beyond it: it is not about proposing a product but to cover a need. If we know what customer needs, then we can work to fulfill this need, 360º. For it, we should understand perfectly our customers, including all the different stakeholders with influence in the buying process. Listening and understanding them will allow you to create the right value proposition engaging with their needs. And doing it systematically will transform your entire organization to be much more effective when approaching the market. All companies have operational systems for producing, accounting, quality assurance… It is time to set a new new operational system in sales as well.
Some of our client's typical issues:
1. Difficulty to generate new leads and even to get appointments with them 2. Difficulty in converting leads to clients. 3. Lost of existing customers, without really knowing the reason. 4. Lack of ideas on how to grow sales (existing and new customers) 5. Only few members of the sales team generates majority of the revenue. 6. Are we dedicating the right efforts to the right customers? 7. We don’t increase sales in existing customers. 8. We get orders only by reducing our prices. 9. Impossibility of forecasting our sales thus to plan operations accordingly. 10. Low conversion rate (offers to orders). 11. Management has no visibility on the sales performance. 12. Only tool to sell more is to push more. 13. Lack of alignment in the company regarding our clients. 14. Frustration and loss of motivation in the sales team; high HR rotation. 15. Customers: long time to acquire them and short time to lose them. 16. We are used by clients to decrease price of our competitors. 17. Customers don’t understand we are better than competition.
Sales Transformation Program will change the way you sell
Through it, your sales team (and staff with direct interaction with your clients) will get new capabilities and techniques to improve their performance and effectiveness. But, more than that, the program will transform your Sales Operational Model, embedding these new concepts in your sales activities, implementing a system that will increase your revenue and efficiency, the retention of existing customers and development of new ones, with better understanding of your sales.
Your benefits
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Growing the revenue in existing accounts by managing them effectively.
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Increasing sales efficiency by allocating efforts to more profitable accounts and projects.
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Faster selection and development of new accounts.
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Gaining alignment in the team with quick results.
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Investing in the sales team increases their motivation and results.
Real case example in an machinery manufacturer
Program Structure
