When sales underperforms, the problem is rarely the people. We tune the system behind the team - structure, processes, incentives, and channels.
A sales function that falls short of expectations rarely has a people problem. The challenge lies in the system - the structure, processes, incentives, and the way the market is approached.
The sales function has to be precisely tuned: the right structure, the right incentives, the right processes, the right channels. When one of these elements doesn't work, the whole system loses efficiency.
We start with the right questions. What are the sales team's biggest challenges, and what affects their productivity? Are the organizational structure and incentive system optimal? How clear are the sales processes, and where are the bottlenecks? Are customer segmentation and the approach to each segment adapted to their needs? How is performance measured — and is that data actually used to improve anything?
At the level of the sales organization, we work through the questions every sales leader faces: how to differentiate in the market; how to manage a wide range of channels in an integrated way — direct and indirect, online and offline; how to manage different offers and customer portfolios; when cross-selling makes sense and when it doesn't; and how to design channels so that customer feedback continuously feeds new product development.
We develop the sales strategy through four key questions:
Why change? — which trends determine the future of the market, how supply and demand will move in the coming years, and which scenarios for the industry are realistic
Where to play? — which segments maximize profit and what the competitive position is in each of them
How to win? — which products, service levels, and sales channels are needed to actually reach the goals
How to think long term? — which improvements are sustainable and in what time frame
Through industry benchmarks and comparison with market standards, clients can compare their performance internally — at company and employee level — and externally, and identify exactly where to improve.
An optimized sales function: restructured processes without bottlenecks, modern tools that automate routine activities, analytical capabilities for data-driven decisions, a structure and reward system that encourage proactivity and customer focus — and a team ready for the market as it actually exists.