PULSAR Consulting Group GmbH | Sales Management

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Sales Management

Related subjects
E-Commerce Excellence
Corporate Health Check
Restructuring

SALES MANAGEMENT

In sales management, there are favourable circumstances to direct and to leverage the company’s sales and earnings.

Ideally, an independent assessment should be undertaken to highlight the strengths and additional opportunities for the organisation.

Prior to company’s sales falling short of their performance targets, it is recommended an appraisal is undertaken. This will maintain the optimal alignment of sales resources to new and profitable long-term customer relationships. In principle, however, if net sales and earnings targets are reached, a review is valuable to reflect the organisation’s best-practices.

Based on client surveys, PULSAR’s optimised measures to improve sales efficiencies and controls have always produced a measurable return on the investment project.

This sales efficiency and control module is configured individually on a regular basis and includes the following:

  1. Efficiency analysis of sales processes – from lead to ongoing customer support
  2. Collaboration and the identification of potential field sales, inside sales and customer service
  3. Customers’ profitability classification analysis and matching appropriate sales actions
  4. Incentive reward systems in sales distribution
  5. Review (fit/gap analysis) of the IT systems used in distribution
  6. Guidelines for campaign management, lead generation and customer development planning
  7. Installation of control and management mechanisms
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