Sales are the lifeline of every company, but building sales competence and clearly defining channels to market is very difficult to do in today’s competitive environment. Increasing the productivity of everyone along the value chain who impacts sales and service delivery is the key to realizing revenue and margins and, most importantly, maintaining excellent customer satisfaction.

Typically, a transactional sales approach is what most people gravitate towards, resulting in price reduction and margin erosion. The challenge is to inculcate a consultative or customer focused sales culture, where the value proposition is clear to the customer and a long-term relationship can be established. First, we analyze the sector’s existing intelligence and then design a clear, compelling and multi-channel sales strategy that maximizes efficiency.

We then support the design of a sales organization that leverages the strategy and development, and implements key processes to maximize effectiveness. It is important to help a Client understand the impact of recruiting the right people and putting the right training and development in place to allow them to meet and exceed their objectives.

To demystify the question of sales success, one must navigate the confluence of time management, proper incentives, good products and pricing, excellent post sales execution and the ongoing account relationship that drives home the value proposition. At the end of the day, people buy from people, not companies.