Sales represents the central interface between the customer on the market side and services, employees and infrastructure on the company’s side. From an economic perspective, sales management therefore deserves a high degree of attention, especially in times when markets are more frequently being restructured due to new technologies and innovations. Internal resources and competencies can only guarantee an efficient and lasting successful market presence if the sales strategy, organization and processes are optimally coordinated. In this context we are happy to support you in the areas of, inter alia, corporate governance and communication, market positioning and prioritization, customer segmentation as well as channel management, lead management as well as target-2-offer or offer-2-order processes, sales structure and functions, KPI cockpits or sales tools, and customer feedback, external benchmarks and competitor intelligence.
Homburg & Partner’s Sales Excellence approach offers you a scientifically-based foundation for your company’s success in all areas. In practice, individual sales dimensions are met with little response at management level, or although insufficiently functioning topics are identified, problem areas beyond this are overlooked or neglected – as extensive experience from projects in the sales area have shown. By applying our Sales Excellence approach, we will turn your sales department into a long-term successful junction between your company and the market by evaluating the following six Sales Excellence dimensions from different internal and external perspectives and creating a score that reveals possible places that may be adjusted:
Performance-oriented corporate governance is fundamental for our Sales Excellence in order to ensure sales efficiency that is continuous. Ongoing employee development based on involvement and training sessions as well as an appropriately devised corporate culture is crucial in this regard and should allow for sufficient individual freedom within the sales structure.
Maintaining a wholly intact sales department requires defining its core goals and important KPIs as a framework, allowing for success to be measured transparently. In addition, we will determine your positioning and prioritization – viewed both internally as well as externally, taking your relevant target markets into account including a selection of sales channels and partners tailored to your needs.
Establishing smooth, operable, and comprehensible sales processes is of crucial importance for regular customer visits to internal customer relations management. We will support you in identifying the most tangible processes and in communicating them clearly.
Both at the internal and external level we will determine suitable sales units together with you to achieve the given sales targets. Defining and designating tasks, competencies, and responsibilities per unit and taking their capacities into account is of major significance here.
A sales structure can only function if the appropriate systems and tools are available and also implemented. We therefore use the Sales Excellence approach to find incentive- and CRM systems as well as negotiation tools and KPI cockpits that are ideal for you in order to make your sales processes operational.
Finally, we support you in effectively analyzing the defined tools and concepts both on the market as well as within your company. Establishing regular feedback loops and benchmarks are vital in order to provide an ongoing review process that can react to any potential problems and one that guarantees the data is of a high quality and is secure as well.
Homburg & Partner can look back on many years of experience in using its Sales Excellence approach to fully structure and functionalize your sales, equipping you with a consistent overall plan that is aligned with your individually stated goals, turning your sales force into a successful interface between your company and your target markets.
Do you have questions or would you like to discuss the topic? Then feel free to contact our experts Dr. Michael Scholl, Karl-Hubertus Gruber and Dr. Michael Marquardt.