Strategic. Competent. Prudent. With us, entering new markets is not a black box
Within the framework of globalization, individualization and digitalization, growth programs need to be developed, the organization of sales activities must be optimized, future technologies must be integrated, and a growing multiculturalism in the sales function must be considered as well.
For many companies, these are uncharted waters. h&z knows all the market-relevant and strategic questions and can support you in tackling these complex tasks with creative ideas, reliability and farsightedness. With our experience and diverse market expertise, we ensure that the main specific market characteristics are considered when operationalizing the strategy. We particularly focus on the further development of competences and sales levers as well as the optimization of use of existing sales resources.
Each sales strategy begins with a detailed analysis of market potential, competitors and customer surveys. It is the basis for a company-internal view of the customer segments. Once the strategic needs are clarified, we discuss the question of what market penetration could look like and which sales strategy is most promising in the individual sales channels. Growth potentials and their feasibility are the focus of our strategic action. Price strategy, but also customer experience management are only two of the essential components; for example if you want to enter the market together with a local company, we will help you find the most suitable partner.
Nur wenn Sie die Stärken und Schwächen Ihrer Vertriebsorganisation kennen, können Sie Ihre Effektivität und Effizienz steigern. Jedoch sind häufig die Performance der eigenen Vertriebsorganisation, deren Prozesse und Ressourcen sowie Methoden nicht bekannt bzw. ausreichend erarbeitet und kompatibel in den Sales-Management-Prozess integriert. Mit h&z identifizieren Sie systematisch sowohl Schwachstellen hinsichtlich des strukturellen Set-ups als auch erste Verbesserungsmaßnahmen. Dabei unterstützen wir unsere Kunden in der Analyse der Prozessanforderungen und helfen, in puncto Prozesse, Tools und Kompetenzen die Sales Organisation fit zu machen.
By establishing the selling plan and the associated planning process, all employees from management to sales are involved step-by-step. This is followed by communication and coordination with the supporting departments such as marketing, production, service and HR. This transparency not only increases planning quality, but also loyalty and motivation. If the different areas of the company work together seamlessly, the sales organization is a success and can optimally support its clients. With its many years of expertise, h&z can steer these processes with precision to their optimal goal. Essentially, this establishes the setup organization, but also the cooperation between the individual sales channels and the downstream functions such as marketing or in-house support. Many times, the clarification or restructuring of responsibilities is an important key.
The implementation of sales strategies and processes as well as the day-to-day controlling of sales tasks are basic success factors. Furthermore, it is important to maintain a focus on adherence to contractual concessions and to adjust them if necessary. The success of a sales strategy is also based on its implementation – so it must be ensured! We support you with our know-how, the necessary reporting, and the respective information infrastructure to develop and introduce concepts allowing for effective sales steering.
Improving continuously means to compare oneself to the best and learn from them if necessary. But that also means to question own products, processes, services, strategies, structures, activities or behaviors. Benchmarking must be established as an ongoing process within a company in order to achieve improvements in all areas in the long run and to be able to keep pace with the competition. Our strategic approach finds the right answers to the most important questions within and outside of your industry. In doing so, we use our international expert network in order to offer you the best concepts at the market from organizational structures to process analyses.