We have partnered with several clients to build high performing sales organizations that are recognized as best-in-class and drive growth through a journey from current to future state.
|Current State||Future State|
|Overlapping sales resources creating customer confusion and a high cost of sales||Streamlined sales strategy and organization that provides effective customer coverage while balancing the cost of sales|
|Mixed sales team in terms of tenure, experience, skill, knowledge, etc and lack of common sales methods||Define a standard “way of sales” across the business that is 80% standard/20% custom based on division and sales channel|
|Historical item/price and transactional selling focus based on a portfolio of companies||Enable a solution and consultative selling approach that leverages the company’s full portfolio of capabilities|
|Sales teams spend significant time developing customer-facing materials and presentations||Increase alignment with marketing; build Customer Marketing team to develop and maintain value propositions and sales-ready content|
|Inconsistent focus and alignment of selling resources on the accounts with the most potential||Deepen and broaden our relationships in accounts by bringing strategic insights and opportunities|