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“Sales Effectiveness means higher win rates, shorter sales cycles, increased revenue and greater profit margins.What it takes is a company-wide approach to drive the business and that requires Linking Business & Sales Strategy to Sales Execution and Customer Success.”
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Jim Masciarelli, CEO PowerSkills Solutions
PowerSkills Sales Effectiveness Practice has developed cutting edge Marketing and Sales Transformation Programs with six key elements:
1. Assessing the Drivers of Sales Effectiveness from a Market, Customer and Organizational perspective.
2. Creating a holistic approach to improve sales performance by realigning strategic resources, managing sales force behavior and enhancing operating capabilities.
3. Aligning sales people and programs with customers with the highest probability of buying and channels likely to provide the best margins.
4. Defining sales force behaviors that support the sales strategy, and reinforcing these behaviors through advanced training techniques, performance management processes, incentives, recognition systems, hiring practices and sourcing models.
5. Shaping and Delivering an end-to-end process beginning with the customer with the data analytics that sales needs to identify the best opportunities, channels and sales tactics.
6. Driving Execution with a management system of regular meetings, communications with collaboration and decision making to improve performance across a wide spectrum of metrics
Client Examples
Helping a $2B Diversified High Technology company faced with slowing growth to establish a strategic sales operations function and charter a senior management Sales Effectiveness Council to drive multi-year sales development initiatives. A diagnostic exercise and gap analysis produced powerful justification for 5 new sales initiatives that were embraced across the product divisions and global sales organization.
Helping a leading east coast healthcare consulting firm overcome flat growth and scale their business development skills and rainmaking abilities beyond a few Senior Partners to the next generation of Client Managers. PowerSkills worked with the partners to map out a go-to-market plan and relationship management strategy with a “best practices” repeatable sales model. Within 12 months, the client saw a 38% increase in their revenue per project and had the best top and bottom-line growth in 5 years with new segment practices emerging. |
