Function competence
Sales and growth
A good sales function is the motor for constant growth.
We make sure it’s right and stays that way in the long run.
Strategic. Competent. Prudent. With us, entering new markets is not a black box
The combination of globalization, individualization and digitalization means that to stay competitive, your company has to develop growth programs, optimize sales activities, integrate future technologies, and engender multiculturalism in the sales function.
For many companies, these are uncharted waters but we know all the market-relevant and strategic questions that have to be answered. h&z Management Consulting supports you in tackling these complex tasks concerning the future of sales with creative ideas, reliability and farsightedness. We’ll use our experience in sales and growth consulting and diverse market expertise to 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 existing sales resources.
Sales strategy
Each sales strategy we work on begins with a detailed analysis of market potential, competitors and customer surveys. It’s the basis for an internal view of customer segments. Once we’ve clarified your strategic need, we discuss the question of what market penetration could look like and which sales strategy is most promising in the individual sales channels. The strategy we’ll develop will focus on growth potentials and their feasibility. Price strategy and customer experience management are only two of the essential components of this but, for example, if you want to enter the market together with a local company, we’ll help you find the most suitable partner.
Sales process
Only if you know the strengths and weaknesses of your sales organization can you increase your effectiveness and efficiency. However, companies often don’t know the performance of their own sales organization, its processes and resources or its methods. And it’s often the case that they’re not well integrated into the sales management process. Together with h&z, you can systematically identify both weak points of your current structural setup as well as initial improvement measures. We give you support when it comes to analyzing process requirements and help get your sales organization up to speed when it comes to processes, tools and competences.
Sales organization
All employees, from management to sales personnel, are involved in the step-by-step establishment of your company’s selling plan and the associated planning process. 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 your company work together seamlessly, its sales organization will be successful and be in a better position to optimally support your clients. We can steer these processes with precision. .
Sales steering
Once you have established a sales strategy and the processes to support it, it’s important to put it into motion. This, along with the day-to-day controlling of sales tasks and adhering to or adjusting contractual concessions as necessary, is a fundamental factor of success. We’ll support you with our know-how, reporting, and information infrastructure to develop and introduce concepts that will enable you to steers your sales effectively.
Benchmarking
If you want to make continuous improvements, you have to continuously compare yourself to the best and learn from them if necessary. But that could mean questioning your own products, processes, services, strategies, structures, activities or behaviors. Benchmarking has to be an ongoing process within a company in order to achieve improvements in all areas in the long run, and to enable you to keep pace with the competition.
Our careful, targeted strategic approach will help you find the right answers to the most important questions within and outside your industry. We also harness the power of our international network of experts to offer you the best concepts on the market, from organizational structures to process analyses.
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